Job Summary

To ensure the effective management of execution of merchandising and sales function of clients’ products at store level including achievement of set sales turnover in a given territory. Further, to ensure effective management of staff to realize maximum product availability at all times at the least possible cost

Responsibilities

Operational Management

• Communicate and ensure team understanding of set store KPIs
• Oversee the execution and achievement of agreed store KPIs
• Coordinate with store managers to unlock store challenges with respect to store KPIs
• Ensure execution of 6Ps at store level
• Follow stipulated guidelines regarding stock management including orders and returns policies
• Oversee management of shelf health i.e Stock replenishment, Facings, integrity of planogram
• Ensure implementation and monitoring of planograms at store level
• Ensure effective implementation of promotional activities
• Oversee execution of in-store activations as per agreed activations plans
• Provide communication regarding set sales targets to respective team members
• Continiously monitor and evaluate set sales targets to ensure achievement
• Ensure sales volume growth through demand creation
• Conduct client specific instore audits
• Continuously benchmark and optimise sales achievement processes against best practice
• Provide regular feedback to Line Manager

Account Management

• Partner with distributors, account managers and other partners to meet and exceed sales growth targets
• Maintain detailed sales target control
• Address and follow-up all customer queries and problems
• Stay abreast of the market and competitors
• Meet client/customer and company performance standards
• Escalate any issues that remain unsolved to respective line manager
• Conduct quarterly business review sessions with client to unlock growth opportunities

Team Management

• Ensure all information is cascaded and escalated in a timely and accurate manner
• Ensure feet on street and on ground tracking of team activities & performance
• Provide timely and accurate daily attendance records and hours of work
• Ensure your span of control is maintained
• Identify training needs and communicate the same to L&D or HR
• Ensure all team members are trained as per agreed training calendar
• Ensure that respective team adhere to HR policies, procedures, company ways of working and Code of business principles
• Ensure general discipline is maintained by respective team including dress code
• Proper Leave management that ensures no leave liability for respective team members

Operational Excellence

• Mantain Joint Business plans (JBPs)
• Submit daily & weekly reports regarding Joint Business plans (JBPs) to line manager
• Maintain distributor contacts
• Work closely with Key Distributor customer service department to ensure timely dispatch and delivery of customer orders
• Document and manage expenditures
• Ensure management of Smollan assets including HHT devices
• Ensure compliance of set regulations between your team and distributor
• Implement and maintain sales operational excellence, policies and procedures including standard operating procedures
• Compile extensive route planning including designing of your team call cycles / PJPs and timely communication of changes on call cycles / PJPs
• Develop and maintain relevant database of your team customers
• Ensure accurate information is recorded and quality checked, take corrective action where necessary
• Keep abreast of new developments in the industry and communicate new developments to your team and line Manager
• Agree on deliverables, scope and timelines with line managers

Person Specification

Education & Training

Experience

• 2- 3 Years’ or more experience in the FMCG Industry as a senior sales representative

Knowledge, Skills & Abilities

• Sales management
• People management
• Administration skills
• Customer service skills
• Communication skills (verbal & written)
• Emotional maturity
• Coaching & development of others
• Team leadership
• Impact & influence
• Organisational awareness
• Resilience & stress management
• Agility
• Performance & results driven
• Service excellence
• Analysis & problem-solving
• Planning & prioritisation
• Quality & detail excellence

• Communicate and ensure team understanding of set store KPIs
• Oversee the execution and achievement of agreed store KPIs
• Coordinate with store managers to unlock store challenges with respect to store KPIs
• Ensure execution of 6Ps at store level
• Follow stipulated guidelines regarding stock management including orders and returns policies
• Oversee management of shelf health i.e Stock replenishment, Facings, integrity of planogram
• Ensure implementation and monitoring of planograms at store level
• Ensure effective implementation of promotional activities
• Oversee execution of in-store activations as per agreed activations plans
• Provide communication regarding set sales targets to respective team members
• Continiously monitor and evaluate set sales targets to ensure achievement
• Ensure sales volume growth through demand creation
• Conduct client specific instore audits
• Continuously benchmark and optimise sales achievement processes against best practice
• Provide regular feedback to Line Manager
• Partner with distributors, account managers and other partners to meet and exceed sales growth targets
• Maintain detailed sales target control
• Address and follow-up all customer queries and problems
• Stay abreast of the market and competitors
• Meet client/customer and company performance standards
• Escalate any issues that remain unsolved to respective line manager
• Conduct quarterly business review sessions with client to unlock growth opportunities
• Ensure all information is cascaded and escalated in a timely and accurate manner
• Ensure feet on street and on ground tracking of team activities & performance
• Provide timely and accurate daily attendance records and hours of work
• Ensure your span of control is maintained
• Identify training needs and communicate the same to L&D or HR
• Ensure all team members are trained as per agreed training calendar
• Ensure that respective team adhere to HR policies, procedures, company ways of working and Code of business principles
• Ensure general discipline is maintained by respective team including dress code
• Proper Leave management that ensures no leave liability for respective team members
• Mantain Joint Business plans (JBPs)
• Submit daily & weekly reports regarding Joint Business plans (JBPs) to line manager
• Maintain distributor contacts
• Work closely with Key Distributor customer service department to ensure timely dispatch and delivery of customer orders
• Document and manage expenditures
• Ensure management of Smollan assets including HHT devices
• Ensure compliance of set regulations between your team and distributor
• Implement and maintain sales operational excellence, policies and procedures including standard operating procedures
• Compile extensive route planning including designing of your team call cycles / PJPs and timely communication of changes on call cycles / PJPs
• Develop and maintain relevant database of your team customers
• Ensure accurate information is recorded and quality checked, take corrective action where necessary
• Keep abreast of new developments in the industry and communicate new developments to your team and line Manager
• Agree on deliverables, scope and timelines with line managers

• Sales management
• People management
• Administration skills
• Customer service skills
• Communication skills (verbal & written)
• Emotional maturity
• Coaching & development of others
• Team leadership
• Impact & influence
• Organisational awareness
• Resilience & stress management
• Agility
• Performance & results driven
• Service excellence
• Analysis & problem-solving
• Planning & prioritisation
• Quality & detail excellence

• 2- 3 Years’ or more experience in the FMCG Industry as a senior sales representative