国/地域: South Africa
Key job accountabilities:
Under the direction of the National Sales Manager, implement the Division's sales and distribution strategy in the sales outlets.
Achieve the sales department's quantitative and qualitative goals for his/her region.
Recruit, motivate and develop his/her teams: by maintaining a culture of excellence up to the point of sale, develop the expertise and know-how of his/her employees and implement organisational changes.
Ensure continuous communication between management and his/her team. Inform and alert management to significant initiatives in the field (from his/her team, from the competition and from distributors.
Develop a strong regional network and capacity of influence among key customers.
Apply and lead the commercial business strategy at the regional level to achieve sell-out sales targets. Act as guarantor for the image and policy of his/her brand(s) in his/her region.
Develop trusting relationships with key customers in the region, including the regional management of national retail chains. Perform monthly monitoring of the sales in/out for the major regional accounts.
Motivate sales teams in the region: recruit, develop (especially for FLSMs), manage his/her teams, ensure the development of their expertise and know-how. Implement organisational changes.
Drive the performance of trade activities, merchandising and sales training in his/her region. Be responsible for the successful delivery of services and the monitoring of their regional performance through the provider's management.
Manage and arbitrate regional budgets, as well as motivational resources and return on investment.
Maintain close cooperation between the regional sales force and sales and business management.
Inform management about significant initiatives in the field.
Contribute to and coordinate the winning of new key customers.
Support the modernisation of points of sale through the deployment of services (business and retail training programmes).
Ensure achievement of sales target
Negotiate and manage visibility of brands by store
Recruit and manage teams
Manage Mall Ambassadors and Fragrance advisors. Coach and develop them in key areas of their role
Monitor the achievement of objectives of Staff
Ensure development of sales expertise.
Coaching of sales team in the field.
Develop strong relationships and manage major clients.
Organise and run events for new and current launches.
Keep management informed (competition, initiatives, distribution...)
Monitor the correct use of tester and credit budgets by store.
Manage and implement the correct use and phasing of the relief staffing budget.
Implement strong use of the marketing calendar by store to ensure key objectives are met.
Manage stock- to- sales ratios closely. Tester ratio not to exceed 15%
Provide key assistance for BA’s by developing key action plans for their business.
Assist BA’s on a daily basis; ensuring marketing, merchandising & sales objectives are met.
Oversee all incentive projects that are put together by Marketing.
Manage and support new door openings.
Report back to and give regular feedback to Key Account Managers as well as National Sales Managers.
Technical & Professional competencies required:
MASTERS COMMERCE FUNDAMENTALS • Activates Business Drivers • Pursues sell out targets • Stays up-to-date with market, consumers& competitors • Builds on categories Shopper insight DEVELOPS CUSTOMER CENTRIC BUSINESS • Collects and connects comprehensive knowledge about the retailer • Builds retailers development plans • Manages retailer store relationships and retailer staff relationships• Implements brand distribution strategy • Collaborates across functions BUILDS SELLING PROPOSITION & NEGOTIATE • Builds Selling story • Coaches staff in trade • Conducts Win-Win negotiation • Ensures compliance MONITORS SELL IN & SELL OUT EXCELLENCE • Drives Point of Sales field execution • Follows-up & controls • Masters brand selling scenarios • Manages BA/FA staffing & relationship, recruitment and performance management • Develops staff
Education Knowledge & Experience
Relevant tertiary education / certification.
Prior work experience in FMCG / Beauty / Cosmetics sales environment beneficial
Must know / understand department store model
Minimum 3 years’ sales management experience at a similar level