Job Vacancies at Danone

ABOUT THE JOB

The National Field Sales Manager will develop the overall sales strategy to position the organisation for long term growth of core products and direct the overall execution of the Portfolio in the point of sales. This role will set and align the objectives, goals and plans for targeted revenue generation for the Field sales teams to Danone’s overall vision and objectives.

Planning for Sales Effectiveness

• Analyses the 3-year strategic plan and identifies growth levers and sales priorities
• Integrates the overall Commercial strategic plan into the construction of the sales growth plan
• Cascades the sales growth plan and priorities to Regional Managers, and consistently tracks the execution to ensure achievement of the objectives.
• Sets the sales targets.

Sales Execution

• Ensure that sales service packages deliver on the agreed objectives
• Consistently monitor progress against sales targets
• Manage the success of Field Sales throughout South Africa
• Through the Regional Managers, aligns the teams with brand priorities and in-store execution requirements
• Approve the execution of new product opportunities, promotions and point-of-sale solutions
• Communicate the performance of brands, pricing, promotions and launches
• Evaluate sales, promotion, competition and market information and distributes for the improvement of sales performance
• Formulate and administer sales incentives for the teams, working within prescribed budgets

Relationship Building

• Nurtures high-level relationships with suppliers, customers and other stakeholders
• Negotiate and manage large corporate accounts at a national level, ensuring that commercial agreements are in line with the sales policies
• Build and develop strong business relationships with new and existing channels
• Access the national marketing strategy and incorporate into sales plans to increase customer acquisition and retention

Management and Leadership

• Manage and motivate the team in the delivery of strategic objectives
• Conduct internal performance management and IDP processes fairly and consistently, resulting in transparent succession planning and specific development areas
• Mentor and coach Regional Managers, as required
• Own WISE Agenda for National Field Sales

Finance and Budget

• Direct the activities of the Regional Managers to stay within budget, but be accountable to the Commercial Director for the successful management of the budget
• Analyse the P&L of the brand, and drive profitability through the achievement of the short-term objectives and plans

ABOUT YOU

ACADEMIC AND TRADE QUALIFICATIONS:

• 3-year Sales, Marketing or Business-related qualification

WORK EXPERIENCE AND SKILLS:

• 8 years in a sales environment, with a clear understanding and working knowledge of the pre-determined informal and formal channels of the FMCG environment.
• Strong sales management background in FMCG with a proven track record in growing market share and meeting and exceeding sales targets
• Demonstrated examples of developing and sustaining high performance teams
• Experienced negotiating skills
• Commercial acumen, and proven ability to maintain tight budget controls
• Strong customer relationship building skills
• Computer skills (MS Office, Powerpoint and Excel)
• Presentation skills
• Internal and external customer service skills

PERSONAL CHARACTERISTICS AND BEHAVIOURAL TRAITS:

• Strategic thinking and problem solving abilities
• Flexible and adaptable to change
• Interpersonal skills
• Strong leadership abilities
• Goal-oriented, with a commitment to achieve targets
• Action-oriented
• Creative
• Analytical, with a high attention to detail
• Ambitious and driven to succeed
• Passionate about the product / product portfolio
• Ability to stay focused and clear-minded under pressure
• Resilient
• Professionalism in the execution of all outlined duties

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ABOUT THE JOB

To achieve sales targets in allocated areas, while maintaining strong relationships with fellow team members, service providers and all customers. This role will also drive in-store execution activities that achieve sales growth targets, while managing merchandising execution through merchandisers for defined customers and territories.

KEY AREAS OF RESPONSIBILITY

Planning for Sales Effectiveness

• Identify store objectives to achieve sales growth and volume objectives
• Investigate and integrate consumer, shopper, customer and channel insights to identify growth opportunities and propose action plans to influence shopper behavior
• Compile an area business plan that is agreed with the Regional Manager and understood by the merchandisers and customers
• Contribute to both the brand Image and customer service orientation in the outlets
• Understand the category health and nutrition benefits, and brand attributes to enable effective in-store  execution

Sales Execution

• Negotiate the implementation of the Danone objectives with customers, giving recommendations for increasing sales
• Use basic selling skills to reach a commercial agreement with customers
• Manage the outlet order processes by checking stock and stock control figures, negotiating the suggested order with the customer, and authorise volumes
• Execute action plans in each outlet for sales growth
• Ensure volume targets are achieved
• Effectively implement in-store Point Of Sales objectives
• Manage merchandising standards to merchandisers and ensuring that merchandisers files are updated, and merchandiser order cards are completed
• Manage the back-up storage facilities to ensure that stock is properly handled at all times
• Put plans in place to rectify any deviations from Danone sales and merchandising standards
• Achieve sales and market share targets for the predefined area of customers within a specific geographic area

Policies and Process

• Adhere to all Danone policies and procedures at all times
• Adhere to the Work in Safe Environment (WISE) Policy at all times
• Conduct relevant safety training with in-store merchandisers
• Ensure compliance to personal protective equipment (PPE) at all times
• Be responsible for the proper usage and management of tools and technology

Controls

• Manage in-store returns by adhering to the returns policies and procedures, reporting all returns, checking the returns book,  and conducting maintenance on the returns book; ensuring that returns do not exceed the targeted percentage
• Effectively manage close-to-expiry stock to minimise the level of returns    
• Get the relevant authorization to move expired stock
• Analyse KPI’s and continuously close the gaps between results and objectives

Relationship Building

• Manage store issues independently by ensuring positive working relationships with customers
• Manage the Field Sales Force and merchandising staff to maintain positive relations with customers
• Maintain the lines of communication with the Sales Strategy and Planning Department

Administration

• Prepare call plans for complex calls
• Complete sales administration such as preparing relevant reports and conducting surveys

ABOUT YOU

KEY REQUIREMENTS OF THE JOB

• Matric
• Marketing or Business related qualification will be beneficial 

WORK EXPERIENCE AND SKILLS

• 3 Years Sales Experience
• Sound understanding of the FMCG industry, with dairy focus being an advantage
• Previous experience in a customer and/or consumer focused role
• Commercial acumen
• Proven negotiation skills