Sales Representative - On Trade at Pernod Ricard

Job Purpose

• The primary purpose of this role is to drive sales and marketing initiatives aimed at increasing brand awareness, generating demand, and expanding distribution within the assigned territory.

Key Responsibilities

• Sales and growth in market share are increased through targeted sales and marketing activities 

Generate sales from existing customers

• Call plan implemented
• Deals and discounts negotiated within agreed parameters
• Customer queries and problems resolved
• Increased sales volumes negotiated within allocated sales area
• New listings and sales targets achieved as per sales plan
• Calls and sales volumes recorded on standard daily working sheets and PDA
• Weekly and monthly sales and ad hoc promotions reports submitted on time according to agreed format on PDA

Implement sales and marketing strategy effectively

• Visibility agreement executed
• Additional visibility opportunities identified and implemented
• Product availability/ distribution targets implemented
• Merchandising standards are maintained
• Segmentation tool implemented (PDA)

Implement promotions

• Promotions arranged according to the promotions plan
• Promotional stock, staff and point of sale for promotions arranged
• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline

Develop brand equity

• Promotions reflect brand appropriate look and feel
• Consumers engaged through events and promotions
• Bar staff engaged and trained to promote the brand
• Relationships with equity accounts developed

Generate new business

• New business initiated as per targets
• Relationships with re-distributors developed
• Leads followed up and feedback provided to sales managers
• Business opportunities to sell product range identified
• Documentation required for the opening of new accounts collated and followed up
• New equity accounts identified

Stakeholder Relations

Productive relationships with internal and external stakeholders maintained:

Build relationships with customers and re-distributors

• Increased sales volumes negotiated
• Customer queries and problems resolved effectively
• Pernod Ricard is a preferred supplier
• Business opportunities to sell product range identified

Liaise with Merchandisers

• Merchandising standards are maintained
• Ad hoc merchandising opportunities exploited

Develop collaborative relationship with the PRSA and Re-distributor Call Centres

• Orders are captured correctly and on time
• Out of stock information available to reps
• On hold accounts information available to reps

Liaise with Regional Promotions Manager

• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline

Build collaborative relationships with bar staff and venue owners

• New trends identified
• Pernod Ricard is the preferred supplier

Minimum Educational Requirements and Work Experience:

• National Diploma or Degree qualification with commerce, sales and marketing preferable
• At least 3-5 years’ experience in the liquor industry or within an FMCG environment
• Must have a valid Driver’s License
• Rep area coverage: Umhlanga, Ballito, Umhloti, Salt Rock and Sibaya

Functional and Technical Competencies: 

• Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial Activities, Customer relationship Management, Sales Team Management