Domaine: Commercial & Retail

Type d‘emploi: Temps plein

Ville: Gauteng

Pays: South Africa

Key job accountabilities:

  • Under the Division / Commercial Director authority, build the field force action plan to implement the Division strategy (according to commercial and brand strategy).
  • Pilot their performances and their KPIs on sell in and sell out drivers. Set field team individual qualitative and quantitative objectives (turnover, launches, assortment, space and visibility, training, incentives, promotional animations, etc.) according to the region, channel.  
  • Allow an efficient communication flow between the different stakeholder (Field / headquarter, retailer’s regional HQ and stores).
  • Define the field organization with the commercial director.
  • Recruit, coach and animate his team and foster with his regional sales managers a culture team of in-store excellence.
  • Build and leverage field team bonus scheme. 
  • Secure that the strategies of partner functions and all national and regional agreements with retailers are in place to monitor efficiently the growth drivers / prepare the appropriate incentive plan which will motivate his team / achieve the results

Technical & Professional competencies required: MASTERS COMMERCE FUNDAMENTALS • Stays up-to-date with market, consumers & competitors • Builds on categories shopper insight • Activates Business Drivers • Pursues turnover and profit optimization

DEVELOPS CUSTOMER CENTRIC BUSINESS • Adapts brand distribution strategy • Collects and connects comprehensive knowledge about the retailer/prescriber/Salon • Influences the retailer/prescriber/Salon • Collaborates across functions • Builds retailers development plans • Manages intermediate agent relationships

BUILDS SELLING PROPOSITION & NEGOTIATE • Builds Selling story • Sets negotiation priorities • Conducts Win-Win negotiation • Ensures compliance

MONITORS SELL IN & SELL OUT EXCELLENCE • Forecasts business with accuracy • Manages BA or DA staffing & relationship • Master s brand selling scenarios • Drives Point of Sales field execution • Follows up & controls

Education Knowledge & Experience:

Relevant tertiary education (minimum; bachelor’s degree or similar) preferable

Proven sales track record, minimum  of 5 years

Team management experience, at least 2 years