Wholesale Specialist (FMCG) - Kempton Park at AVI Limited

• The successful incumbent will be required to manage people (Sales Reps and Field staff), achieve sales targets and operational management. We are looking for a person who can make a difference. This role will report to the Regional Operations Manager.

Line Manager: Regional Operations Manager

Job Specification:

Key Performance Areas:

Manage sales targets and operational objectives

• Monitor store ordering process in area of responsibility and take corrective action if and when required
• Monitor returns according to target, monitor stock levels in area of responsibility
• Monitor pricing and ensure mandate adherence
• Negotiate promotional activity if and when required
• Monitor POP implementation, monitor target achievement and implement action plans when required
• Monitor sell in stock and expiry dates
• Address pricing and delivery issues
• Negotiate ad hoc displays and space
• Monitor forward share in relation to market share as well as rate of sale
• Provide assistance to Sales Representatives and Field Marketers where required
• Ensure shelf health standards are maintained
• Manage sell in pre price increases

Manage promotional activities

• Facilitate the implementation of promotional grids
• Ensure staff and customers are informed about time frames of promotions
• Communicate promotional activities to field staff
• Ensure understanding of objectives of various promotions
• Ensure prompt delivery of POS material to stores
• Ensure sufficient stock has been ordered
• Ensure promotional activities have been implemented and maintained
• Provide feedback to relevant stakeholders

Effective customer and BU relationships

• Ensure a good working relationship is maintained with buyers, management and floor staff in stores.
• Communicate all issues and provide solutions where possible.
• Ensure staff follow call cycles and communicate any changes to customers.
• Handle all queries in a professional and effective manner.
• Adhere to store policies and procedures at all times.

Effective management and training of Sales Representatives and staff

• Conduct floor walks with Sales Representatives and Merchandisers
• Brief staff of all cycle priorities
• Ensure a clear understanding of objectives
• Provide on the job coaching if required
• Keep Regional Operations manager up to date on all conduct issues
• Manage staff in line with company policy and procedures
• Manage and develop staff
• Conduct appraisals
• Ensure all call cycles are accurate and in place
• Set targets for subordinates by store by category in line with BU objectives and strategy
• Accompany Sales Representatives on trade visits and provide assistance and training as and when required

Control expenses

• Expense within budget parameters (self and Sales Representatives)
  • Cell phone expenses
  • 3 G expenses
  • Monitor and control fuel expenses
  • Monitor and control travel expenses
  • Monitor and control overtime
• Manage company credit card /corporate card. Process expense claims timeously on a monthly basis to ensure debit orders go off. This must be used according to the company corporate card policy and only be used for business purposes

 Effective administration

Minimum Requirements:

Experience:   

• A minimum of 5 years’ experience in the FMCG industry at management level
• Must have experience within FMCG dealing with wholesale customers (Masscash, Independent wholesalers, etc.)
• Must have exposure negotiating directly with buyers in the trade
• Knowledge of HR-related processes and procedures

Qualifications:

• Grade 12 / Matric
• A completed business-related tertiary qualification in Business / Sales / Marketing / Operations

Additional Requirements:

• A background in the wholesale experience and the sales and merchandising industry
• Strong staff management expertise
• Proficient with MS Excel

Competencies:

• Goal oriented
• Attention to Detail
• Analytical
• Communication
• Creative
• Pro-active
• Stress Tolerance
• Inspirational leadership ability

Closing Date 30 July 2023