Regional Sales Manager (71389)

Job Description

• The Internal Sales Manager, based in KZN, will be responsible for managing, supporting and developing the regional Key Account Manager team for an FMCG retailer with national reach
• The role will provide strategic direction, commercial insight and leadership to ensure Key Account Managers effectively maintain, develop and grow their customer accounts
• The ideal candidate will have strong experience in the South African retail environment, excellent commercial acumen and a proven ability to lead sales teams and develop key customer relationships

Key Responsibilities

Key Account Management & Team Leadership

• Manage and support Key Account Managers to achieve sales, growth and profitability targets
• Provide strategic guidance and commercial insight across key customer accounts
• Work with Key Account Managers to develop and execute account growth strategies
• Review account performance and identify opportunities for increased sales, ranging, distribution and profitability
• Assist with resolving key customer issues and commercial challenges
• Ensure strong customer relationships are maintained and developed

Sales & Commercial Management

• Monitor sales, margins, profitability, forecasts and performance across key accounts
• Identify opportunities to grow existing accounts and develop new business
• Support Key Account Managers with pricing, promotions, negotiations and commercial proposals
• Provide guidance on annual trading terms, rebates, discounts and promotional agreements
• Monitor customer profitability and ensure commercial decisions support sustainable growth
• Analyse customer and market data to identify trends and opportunities

Strategic & Retail Insight

• Keep the team informed of relevant retail trends, competitor activity, pricing and category developments
• Provide strategic insight into customer buying cycles, ranging, promotions and category strategies
• Support Key Account Managers with customer business reviews, range reviews and growth plans
• Assist with new product listings, category development and promotional strategies

Internal Stakeholder Management

• Work closely with Finance, Supply Chain, Planning, Production, Marketing and Customer Service to support customer requirements
• Ensure customer forecasts, promotions, pricing and commercial agreements are communicated and implemented correctly
• Escalate significant customer, commercial or service issues where required
• Provide management with regular reporting on sales performance, risks and growth opportunities

Minimum Requirements

• Relevant tertiary qualification in Sales, Marketing, Business Management or a related field advantageous
• 5+ years' sales experience within the South African retail environment
• Experience managing or supporting Key Account Managers or a sales team
• Strong understanding of the South African retail buying environment
• Experience working with major retail groups and retail buyers
• Strong commercial, financial and analytical skills
• Experience with pricing, promotions, ranging and account profitability
• Excellent communication, leadership, negotiation and relationship-management skills
• Strong ability to analyse sales data and translate insights into commercial actions
• Experience with ERP/CRM systems and customer sales data

Advantageous Experience

• Experience with major South African retailers such as Shoprite, Checkers, Pick n Pay, Woolworths, SPAR, Massmart or Amazon
• Existing relationships with retail buyers and category managers
• Experience managing a team of Key Account Managers
• Proven track record of growing customer accounts and improving profitability
• Experience with annual trading terms, range reviews and commercial negotiations