FMCG SALES TEAMS (SALES MANAGER & SALES REPRESENTATIVES) - KZN & WC

Introduction

One of our rapidly growing clients is expanding its sales operations and is currently seeking talented sales professionals to join teams based in and around Central KwaZulu-Natal and Cape Town, Western Cape .

The sales teams will comprise Field Sales Managers , supported by Sales Representatives operating from their respective operational hubs.

We are looking for highly motivated, results-driven individuals who are passionate about sales and merchandising within the FMCG liquor industry’s main market . Successful candidates will be responsible for calling on outlets in trade, driving sales execution, and delivering exceptional merchandising standards, with the use of a Company vehicle and Company cell phone to perform their duties (solely for business purposes).

If you are ambitious, performance-driven and ready to grow your career within a dynamic FMCG environment, we want to hear from you!

NB: Preference will be given to underrepresented designated groups as per EE requirements. However, ALL applications and candidates will be given fair opportunity for consideration and encouraged to apply.

Duties & Responsibilities

JOB DESCRIPTION OF A FIELD SALES MANAGER (Field Sales Manager)

• Team Management

• Manage and motivate a team of Sales Representatives daily ensuring set objectives are met.

• Analyse KPI reports, send gap lists to Sales Representatives and have performance conversations with each Sales Representative to close the identified gaps.

• Formulate weekly plans that address KPI gaps for your territory/team.

• Conduct team meetings on weekly basis, draft agenda based on the gaps using analytic application and additional reports to set objectives for the week.

• Follow up on previous weeks objectives to ensure that they are achieved.

• Ensure team is fully resourced with tools of trade (Stationery, POS, Tools, Data).

• Human Resources

• Ensure that team members adhere to company Policies & Procedures.

• Manage Industrial relations (Disciplinary Action, AOD’s).

• Leave planning.

• Recruitment.

• Ensure there are always enough Sales Representative CVs in the system for contingency.

• Form part of the panel for final Sales Representative interviews.

• Database Management

• Ensure that each Sales Representative in the team meets a minimum database requirement minimum outlets each (Taverns and Counter Service outlets) in the designated area to be called on every fortnight.

• Make sure that each Sales Representative collects/captures up to date Liquor Licenses for every outlet on the database on a yearly basis.

• Call Cycle Management

• Ensure that all team members (and self) understand their routes and can structure an effective call cycle (Route Optimization).

• Ensure that all team members call on all outlets as per call cycle.

• Ensure that each team member and total team achieve a 95% call rate target weekly and monthly.

• In-trade Assessments

• Conduct a minimum of two in-trade assessments per month with each BS.

• Ensure that the gaps identified in each in-trade assessment are closed by the next visit.

• Coaching

• Achieve a coaching target of two sessions per week and make sure that each Sales Representative receives at least one coaching session per month.

• Formulate Sales Representative Capability Development Plans from each coaching session.

• Conduct follow-up coaching sessions to ensure the capability gaps on the development plans are closed.

• Availability

• Coach and support the Sales Representative to ensure the sell in of Client brands in all outlets.

• Address any out of stocks at RTMP’s with the Area Sales Manager and report on Client WhatsApp group.

• Ensure Sales Representative strict compliance with distribution ways of working.

• Pricing

• Coach and support the Sales Representative in negotiating for all Client brands to be sold at the Client Recommended Selling Price in every outlet.

• Ensure that Route To Market Partner (RTMP) pricing non-compliance is reported on WhatsApp group.

• Conduct weekly RTMP Surveys.

• Promotional Implementation

• Ensure that each Sales Representative implements all promotions as per Client brief.

• Evaluate promotion implementation effectiveness.

• Merchandising

• Allocate merchandising items to each Sales Representative as per need (identified gaps).

• Ensure that each Sales Representative implements all visibility items as per reach.

• Volumes

• Drive Client volumes as per area/team/individual targets.

• Build relationships with all RTMP’s in your area.

• Ensure each Sales Representative pulls volumes from RTMP’s as per allocated targets.

• Coach and support each Sales Representative to sell maximum volumes.

• Understand Market and Forward Share by Sales Representative, Sales Area, and total team.

• Outlet and sales information capturing integrity

• Ensure that Sales Representatives accurately capture and record all the sales and outlet information onto mobile application on every outlet visit.

• Verify captured information against the information on outlets, using reports to ensure integrity of the information.

• Daily mobile application check and capturing exclusions.

• RTMP clearances

• Ensure that Sales Representatives do not pull stock in excess of credit limit.

• Check and confirm RTMP Sales Representatives accounts are settled on a weekly basis.

• Company Assets Management

• Conduct weekly inspections of company assets with all Sales Representatives (vehicles, cell phones, toolboxes, uniform).

• Ensure that the company vehicle is clean inside and outside at all times.

• Competitor Activity

• Compile and report opposition activity on a weekly basis from team members to Line Manager (capture photos).

• Compile and report abuse and anti-competitive behaviour of opposition in writing with photos as evidence from team members to Line Manager on a weekly basis.

• Understand competitor resourcing within own area.

JOB DESCRIPTION OF A BRAND SPECIALIST (Sales Representative)

• Database Management

• Maintain a minimum number customers on the base (Taverns and Counter Service outlets) to be serviced bi-weekly as per call cycle.

• Ensure that updated Liquor Licences are captured for every outlet and scanned to Back Office.

• Continuously replace nonperforming outlets with new sign on outlets.

• Call Cycle Management

• Understand your route and be able to structure an effective call cycle (Route Optimization).

• Call on all outlets as per call cycle.

• Ensure a 95% call rate target is achieved weekly and monthly.

• Availability

• Sell in allocated Client brands in all outlets to ensure availability.

• Pricing

• Manage and negotiate pricing as per Recommended selling price given by Client.

• Report pricing non-compliance by RTMP’s (as per invoices) to Line Manager on a daily basis.

• Promotional Implementation

• Implement promotions in line with Client marketing plan.

• Merchandising

• Install and implement visibility items like snapper frames.

• Ensure product is merchandised in cold space.

• Wherever Client coolers are available merchandise as per planogram.

• Volumes

• Drive Client volumes as per individual targets given for the period.

• Ensure volume pull from Route To Market Partners.

• Understand Market and Forward Share in every outlet.

• Strictly following the Company's Distribution ways of working, drive Client brands through direct sales.

• Outlet and sales information capturing

• Log into mobile application each morning by 07:00.

• Accurately capture and record all the sales and outlet information on mobile application in all outlets on every visit.

• Asset Management

• Complete vehicle inspection module daily as per guidelines.

• Make sure that the company issued vehicle is strictly used by yourself for business purposes only.

• Ensure that your company issued vehicle is kept neat and clean inside and outside at all times.

• Ensure that your company issued vehicle is servic