Channel Manager - Traditional Trade
BIC · Johannesburg, Gauteng
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Start free — we apply for you →MAIN RESPONSIBILITIES / TASKS
Sales & Volume Achievement
- Deliver monthly, quarterly, and annual sales targets.
- Monitor OIS and secondary sales out performance.
- Identify opportunities to increase sales volume and market share.
- Develop action plans to close sales gaps and achieve territory objectives.
Territory and Distribution Expansion
- Expand numeric and weighted distribution coverage.
- Identify and open new retail outlets, wholesalers, and key traditional trade customers.
- Increase penetration in underserved territories.
- Ensure availability of priority SKUs in all targeted outlets.
Field Sales Team Management
- Lead, coach, and develop Sales Representatives SRs and Merchandisers.
- Conduct regular field coaching and trader market visits.
- Set daily, weekly, and monthly objectives.
- Monitor productivity and route compliance.
- Evaluate team performance and implement development plans.
Execution Excellence
- Ensure proper product visibility and merchandising.
- Monitor planogram and display compliance.
- Implement promotional activities and trade programs.
- Ensure correct pricing and promotional execution at store level.
- Drive superior shelf presence versus competition
- Customer Relationship Management
- Build strong relationships with wholesalers and key traditional trade accounts.
- Resolve customer issues and service concerns.
- Negotiate display opportunities and promotional placements.
- Strengthen customer loyalty and partnership.
Key Performance Indicators
Sales
- Sales Volume
- OIS Sales Growth
- Distribution
- Numeric Distribution Weighted Distribution
Execution
- Availability
- Visibility
- Merchandising Compliance
Productivity
- Calls per day
- productive calls/ Strike Rate
- Outlet Coverage
Professional Skills
- Distributor Management
- General Trade Specialist who knows the traditional trade channel
- Commercial Negotiation & Joint Business planning JBP
- Forecasting & Sales Analysis
- Customer Relationship Management
- Problem Solving & Decision Making
- Communication & presentation Skills
- Microsoft Excel & PowerPoint
- Drive for Results and Ownership
Experience
- Bachelors Degree in Business Administration, Marketing, Economics, Sales or a related discipline.
- Minimum 3-5 years of FMCG sales and Traditional Trade experience.
- Experience managing distributors and field sales teams.
- Strong track record in commercial negotiations and customer development.
- Experience working with distributor-led business models.
- Demonstrated success in delivering sales growth and profitability targets.
- Willingness to travel regularly
- Strong analytical, communication and presentation skills.
- Proficiency in Microsoft Office applications.
- English proficiency is a plus
QUALIFICATIONS
- Proven track record FMCG.
- 3-5 years sales experience in FMCG Industry.
- Previous Key Account Experience
Any Other Requirements
- Willing to travel and meet customers.