Achievement of Sales Targets
* Drive sales targets by understanding targets per store, per brand and per LSM, and break these down into measurable increments.
* Increase volumes in stores by identifying fast vs slow movers and increase/decrease forward share accordingly.
* Drive ad-hoc promotions/deals to increase sales.
* Negotiate space based on rate of sales.
* Identify in-store cross-merchandising opportunities.
* Ensure stock pressure is applied.
* Monitor in-store pricing and communicate anomalies to store owner/manager and client.
* Manage stock effectively.
* Minimise credit notes and returns.
* Develop alternative strategies to increase sales.
* Plan and implement sales operations for clients and customers based on analysis of sales data.
* Manage implementation of sales initiatives and value-adding store operations.
* Ensure timely implementation of promotional activities and communicate non-compliance.
* Continually monitor orders placed through call centre by cross-checking reference numbers.
* If there are pack changes, ensure labels on shelf are changed accordingly.
Promotion and POS Management
* Negotiate POS material with store owners/managers.
* Negotiate space based on rate of sales.
* Ensure generic planograms are implemented.
* Ensure store-specific planograms and category flows are implemented and maintained.
* Ensure forward share is reflected on shelf as per rate of sale.
* Ensure market share is reflected in the category.
* Facilitate the implementation of promotional grids as per agreed timeframes and objectives.
* Communicate promotional activities to the necessary stakeholders.
* Ensure promotional activities have been implemented and maintained.
* Ensure all staff understand mechanics of promotion and provide feedback to Regional Manager.
Distribution of Lines
* Negotiate new listings in stores with store owners/managers and manage the distribution of lines.
* Inform sales force of new innovations.
* Monitor speed to market and stock in DC.
* Provide feedback to clients on distribution of new lines and monitor sales of new lines.
* Monitor competitors’ new innovations and provide visual and written feedback to client.
Stakeholder Management
* Build sound relationships based on mutual trust and goodwill.
* Provide continuous feedback as per client requirements.
* Compile trade visit and contact reports.
* Compile regular reports to Regional Managers.
* Conduct review meetings with clients.
* Provide feedback via appropriate feedback platform.
* Read and respond appropriately to clients and customers, using influence to negotiate agreement to proposals, plans and ideas.
Experience
4-5 years sales experience with at least 3 years in an FMCG environment at a managerial/supervisory level.
Qualifications
* Diploma or Degree/NQF level 6 or 7 in Sales/Marketing.
* Drivers License (code 8).
* Sales Management.
* Negotiation skills.
* Data analysis.
* Computer literacy.
* Business acumen.
* Commercial awareness.
* Attention to detail.
* Communication skills (verbal & written).
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