INTERNAL CONTACTS:
Sales team, Operations, Marketing, Finance, Credit, Human Resources, Corporate Affairs, Production
EXTERNAL CONTACTS:
Customers (Retail / Distributors / Agents), Consumers, Suppliers, Contractors, Stakeholders
1. PRIMARY PURPOSE OF THE JOB:
To manage the Spirit business nationally and provide market driven differentiated services within clearly identified channels that delivers sustainable growth in brand equity, volume and market share, competitive advantage and corporate reputation.
2. KEY RESULT AREAS AND OUTCOMES:
OUTPUTS
QUALITY REQUIREMENTS
INDICATORS
Opportunity Assessment
o Market potential study collated and analyzed by territory
o EDS updated and analyzed
o Customer Service levels analyzed
o In-trade execution analyzed
o GTM processes
o Customer surveys
o In-Trade audit results
Resourcing
o Rep resourcing exercise conducted
o Reps allocated to territories
o 3rd Party requirements determined
o GtM process
o Resourcing model
o Geographical location
o S&D strategy
Sales Planning and Execution
o Quarterly / Monthly Sales Plan developed and aligned to Marketing / Channel Strategy
o Volume and market share gaps and trends identified and opportunities prioritized
o Plans communicated
o In-trade audits conducted
o Sales Reps coached
o POSM allocated
o Promotions implemented
o 3rd Party’s managed
o Competitor activities consolidated and actioned
o Customer negotiations conducted as required
o GtM process
o Sales Plans
o 3rd Party contracts
o Competitor reports
Financial control
o Ensure outstanding debtors pay on time
o Credit is given on agreed business practice only
o Budgets
Information Systems
o Information systems fully utilized
o Authenticity and currency of information checked
o Information security maintained in accordance with Company Information Protection Policy
o IT personnel
o Company Information Protection Policy
o Current system usage information
Sales measurement
o Rep KPI progress monitored and managed
o Consumable and non-consumable assets controlled and managed to enhance Area capability
o Post evaluations conducted and corrective action taken where necessary
o Reports
o Sales systems
Marketplace competitiveness
o Customer service ethos developed
o Customer relationships developed and leveraged
o Customer service performance managed
o Third party relationships optimized
o Corporate image managed
o Customer service surveys
o Sales standards
Sales Administration
o Sales Rep reports analyzed for action
o Daily / Weekly / monthly reports compiled
o Reports
o Sales systems
Performance Management
o Performance management implemented
o Employees developed
o Ensure a safe and healthy working environment
o Healthy IR climate ensured
o Personnel processes applied
o Workplace communication effected
o Team performance optimized
o HR policies and procedures
o HR personnel
o HR system
3. DECISION MAKING POWERS AND AUTHORITIES:
This person is authorized to:
3.1 Effect expenditure in line with determined permissions and controls
3.2 Code retail customers to channels
3.3 Allocate Sales Representative/s to allocated areas
3.4 Apply personnel policies directly
3.5 Recognition of performance through P M process
1. COMPETENCY REQUIREMENTS:
4.1 Education: Min: Tertiary Qualification in Sales / Marketing
Ideal: Under Graduate Degree in Sales / Marketing
4.2 Legal: Min: Drivers License
4.3 Experience Min: 3 years as a Sales Rep or 2 years as a Marketing Manager
Ideal: 3 year as a Sales Manager in a similar sales environment
5. IDEAL PROFILE:
5.1 Familiarity with the industry
5.2 Good communication skills, both verbal and written
5.3 Team player with excellent interpersonal skills
5.4 Goal driven
5.5 Assertiveness
5.6 Good self management skills
5.7 Presentation skills
5.8 Consulting / negotiating skills
6. KEY ACCOUNT ABILITIES
6.1 Volume / Market Share achievement
6.1.1 Target achievement
6.1.2 Growth opportunities
6.2 Resources
6.2.1 People
6.2.1.1 Resourcing and Recruitment
6.2.1.2 Performance Management
6.2.1.3 Training
6.2.1.4 Rewards and Incentives
6.3 Brands in Trade
6.3.1 Price and Discount management
6.3.2 Availability
6.3.3 Visibility
6.3.4 Promotion effectiveness
6.3.5 Quality and Service
Any inquiry should be directed to Info Mind Solutions (Talent Search).
Only short listed candidates will be contacted.
.png)
No comments:
Post a Comment