Job Function: Sales & Business Development

Position type: Permanent

Employment type: Full - Time

Location: Gauteng

Country: 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