Regional Sales Rep

JOB INDEX - 1 month ago - Job Mail

1 month ago

Regional Sales Rep

This large national FMCG / manufacturing organisation requires a Sales Representative with 3 - 5 years relevant experience in a related role within the food marketing and sales environment.
Resposibilities include manage and maintain current Regional Accounts, ensure new business development, oversee Sales Agents and manage relationships with end-users to achieve business objectives.

REQUIREMENTS



  • Grade 12


  • 3 - 5 years relevant experience of Sales within an FMCG organisation

  • Environment, Health & Safety Awareness

  • Customer Focus

  • Service Orientation

  • Teamwork & Team Building

  • Attention to Detail

  • Communications



Functional Competencies:



  • Customer Acquisition

  • Customer Retention

  • Sales Operations

  • Sales Execution

  • Sales Account Management

  • Sales Strategy

  • Key Account Management

  • Route Planning

  • Account receivables / collections


SKILLS


Customer Service:



  • Apply the skills of customer care in a specific work environment


Computer Skills:



  • Use a personal computer operating system

    • MS Office (Excel, Word, PowerPoint)

    • Lotus Notes

    • Quickr




Report Writing:



  • Present information in report format

  • Generate information and reports for internal and external use


Workshops/Meetings:



  • Conduct a formal meeting

  • Facilitate meetings/workshops effectively to achieve organisational outcomes

  • Plan, develop and deliver presentations


General:



  • Apply the organisation's code of conduct in a work environment

  • Apply the principles of corporate governance and ethics in a function

  • Apply the principles of ethics to improve organisational culture

  • Apply basic business principles

  • Apply problem-solving techniques to make a decision or solve a problem

  • Apply research techniques to interpret and analyse data

  • Maintain values in all trading conditions


KNOWLEDGE:


SHE:



  • Demonstrate knowledge pertaining to basic Health, Safety and Environmental principles in and around a workplace (PPE requirements, Housekeeping standards, etc.)

  • Demonstrate knowledge of SHE System requirements


Quality:



  • Demonstrate an understanding of HACCP principles

  • Demonstrate an understanding of quality and food safety requirements for a Quality Management System

  • Demonstrate an understanding of risk assessment concepts and processes


Customer Service



  • Demonstrate an awareness of customer service


DUTIES AND RESPONSIBIITIES



  • Achieve the annual Sales Budget as per targets and margin expectations

  • Manage/Assist with account receivable/ collection

  • Pricing deals must be in line with company standards and done on time

  • Protect company assets (working capital & fixed assets)

  • Minimise waste and rework

  • Manage costs and drive continuous improvement

  • Ensure all trading rebate documents are up to date and accurate


Customer Relations:



  • Monitor and maintain customer satisfaction together with customer service input

  • Develop and manage customer relationships to meet business objectives

  • Plan a communication strategy for all customers whichincludes formal meetings/reviews

  • Adopt a pro-active customer engagement strategy


 Distributor Relations:



  • Manage distributor relationships and needs

  • Monthly sales reviews to be done with growth plans discussed

  • Trade/customer visits planned and adhered to with distributors


Sales Strategy:



  • Provide input into the Sales strategy and align to the business strategy

  • Assess gaps, competitor activities and opportunities in the market

  • Identify market gaps and new customer opportunities


 Sales Planning:



  • Monitor and review customer activity plans

  • Plan customer service callage (monthly sales plan)

  • Gather and provide relevant information to contribute to Sales and Marketing activities

  • Analyse data and update sales activities and action plans


 Sales Forecasting:



  • Provide accurate Sales Forecasts and allocate appropriate stock covers by region within set time frames(and by customer)

  • Maintain stock levels on shelf and with distributors as per SLA'S

  • Understand stock levels in Dc’s to manage customer expectations


 Sales Management:



  • Negotiate and manage Trading Term Agreements as per register

  • Negotiate and implement Key Account pricing within internal parameters

  • Liaise with the Customer Service Department for orders and delivery details

  • Manage the stock return process with distributors and merchandising partner (Damages, Expired Sell by Date, etc.)

  • Manage all operational activities within the channel (promotions, price increases, deals, listings, merchandising, etc.)

  • Ensure that Product storage quality standards are maintained

  • Implement sales activity plans within the channel (promotions, price increases, deals, listings, merchandising, etc.) to meet agreed deadlines

  • Actively pursue new business opportunities

  • Present the range of products and services to customers and close deals with customers

  • Check that the product range is represented in the market

  • Investigate product related complaints


 Regional Accounts:



  • Manage Regional Accounts Agents to ensure the desired Sales targets are achieved

  • Manage Regional Accounts Distributors, Cash & Carry's, Buying groups and merchandising partner

  • Manage Corporate clients

  • Manage Industrial, Bakery & Confectionary Accounts

  • Develop Regional Sales and Advertising plans and implement Marketing activities and promotions

  • Negotiate shelf space where forward share is behind market share within allowed dealing parameters and ensure our merchandising partner is also adhering to this


 Product Launches and Exhibitions:


 Planning:



  • Co-ordinate exhibition launches, briefing meetings and functions

  • Arrange special events (internal and external)

  • Prepare exhibition designs


 Set-up:



  • Assemble, install and dismantle exhibition stands

  • Control and maintain venue equipment and assets


 Exhibit:



  • Exhibit company products

  • Present a range of Products or services (Current and new products) and communicate product Features, Advantages and Benefits (FABS) to the customer

  • Take transfer orders from end users and pass on to Distributors


Brand Development:



  • Build strategic customer and complementary supplier alliances

  • Implement Marketing and brand, product and service activities and promotions

  • Plan and facilitate Product training (Customers, Sales teams, etc.)

  • Provide technical support to Distributor Representatives and end-users

  • Maintain Brand Loyalty amongst end-users

  • Convert customers to company product

  • Maintain and update End-User database


 Research and Development Innovation:



  • Work with customers in developing and manufacturing new innovations within their current and future product range

  • Identify innovation opportunities

  • Communicate product specification changes to customers

  • Analyse and interpret data and marketing information


 Reporting and Administration:



  • Compile Sales Reports for customer reviews and sales tracking

  • Ensure customer reports are captured live via honeybee for all customers