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O’Brien Recruitment

Job ID 2368035

• Contract Senior position
• Cape Town, Western Cape
• Market Related basic salary plus benefits Neg

About the Position

Great opportunity to join this Leader in the Liquor trade!! This position will require someone who can travel extensively across the Western Cape and must know the region well!

Key Activities & Responsibilities

Ability to analyze, plan and implement plans through the sales representatives and merchandising team to achieve the volume and KPI expectations

• Ensure that the commercial strategy is executed in trade through the sales & merchandising team.
• Monitor the sales & merchandising teams performance versus plan by assessing critical sales drivers for the portfolio.
• Promote team adherence to company regulations and performance goals.
• Ensure that the standard of national and regional promotions, activations are being adhered to in the trade.
• Assist in setting & reviewing KPIS for the sales team and help to motivate the sales team to meet these targets by providing them with the necessary information, through coaching and guidance in the field
• Call adherence, strike rate and time in trade monitored and addressed with the team.
• Manage and influence price adherence in trade through RSP’s and price ladders
• Manage and influence category management and positioning of our trade to ensure that look of success is executed.
• Manage and influence the share of shelf in the trade for our portfolio.

• Monitor the team in how they execute the look of success, how they negotiate space and visibility and how they support the sales representatives
• Ensure that the portfolio appears correctly on the shelf according to the merchandising and brand guidelines.

Coach and support the sales and merchandising team

• Recruit, train, and coach the off con sales representatives and merchandising team to ensure efficiency and productivity.
• Lead and coach the team both in the field and with classroom training to ensure that the “look of success” is executed.
• Keep informed about new competitor products and services on the market and provide feedback to the business
• Provide quality customer service, by interacting with key stakeholders and customers.
• Perform a key management role in the link between the merchandisers and the sales executives
• Create an inspiring team environment with an open communication culture.
• Ensure that the team understands goals, deadlines, and expectations by providing them with support.
• Conduct scheduled route riding and trade visits with sales representatives and merchandising team.

• Conduct team meetings to update members on best practices and continuing expectations.

• Discover the training needs for the team and for the individuals within the team

• Manage team member’s feedback and resolve conflict where necessary.

Support the Area Sales Manager

• Prepare weekly and monthly sales reports highlighting merchandising and sales representative’s performance against KPI’s and identifying opportunities and challenges
• Work alongside the Area Sales Manager and ensure that goals and objectives are met in the off con trade for the region.
• Generate and share reports about team performance, objectives, and deadlines.
• Assist management with input into the recruitment of new individuals and to train and coach new employees within their team

• Provide development feedback to Area Sales Manager on a monthly basis

Key Relationships

Internal: Area Sales Manager, Channel Manager: Off Trade, National Key Accounts Specialist: Off Trade

External: BTL Agencies; POS suppliers, Third Party Distributors

Experience & Education

• A tertiary qualification in Sales & Marketing will be an advantage
• At least a minimum of 3 years’ sales experience
• Experience within the South African liquor industry
• Experienced in people management and managing team performance

Required Skills & Traits

• Channel management and sales experience
• Knowledge and demonstrated competence of the compilation and application of principles, and techniques relating to sales and merchandising
• A solid brand and category understanding.
• Strong customer relationships
• Strong commercial acumen
• Ability to articulate the business strategy and imperatives to relevant stakeholders.
• Strong analytical skills including scenario planning and comparative analyses.
• Strong leadership and people management skills.
• Excellent presentation and communication skills.

Additional Requirements:

Ability to travel extensively across the Western Cape

Employer & Job Benefits

• Medical Aid Contribution

• Provident Fund Contribution

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