Sales Manager

Candidate: 55382
Available: Available
Location: eThekwini (Durban)
Gender: Male
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Sales Manager
R35000- R150000
30 Days
Indian
34
55382
Diploma
Sales and Marketing Strategic Development (NQF 6)

Sales and Marketing Development Distinction NQF Level 6:
Matric:English, Afrikaans, Mathematics, Accounting, Computer Science, Physical Science.
MS Access,MS Word,Annual Reports,MS Visual Basic,R & D,Graphic Design ,SAP,Exchange 2003,2G,3G,MRP (Materials Requirement Planning),Facebook Ads,SWIFT,CRM,TGI Advanced,E-Mail,Internet,MS Projects,Windows (basic),E-Pos,Exchange 2007,Anti-Virus,MS Publisher,Photoshop,Microsoft,Statistical Analysis,Adobe Photoshop,Affiliate Marketing,MS Excel,MS Explorer,MS Outlook,MS PowerPoint,CAPEX,SLA,KPI,Adobe Flash,Social Media,Business Plan Pro ,Health and Safety Act,TGI Basic,Lotus,Flash,Internet Marketing,Marketing Plan Pro,IBM
Oil and Gas/Special Chemical/Manufactoring:Regional Sales Manager From 2016-06 To Current
Duties

Manage the implementation and execution of the Afrox Channel and Retail strategy within the region to ensure
sales growth achieved is in line with company strategies and budget.
• Maximize regional sales to the indirect customer base and GPADE by coordinating and leading the Sales activities
of the region.
• Managing the development of the sales budget and its implementation to ensure the contribution to the profitability
of the region is met through achieving of the agreed targets
• Bridging interfaces between the various business areas and the region to ensure that the agreed business
strategies are implemented
• Ensuring sales force effectiveness.
• Maintaining a customer centric focus within the company
• Leading the sales development effort for the region
• Leading the management of key customers to ensure they receive support from other Business areas to achieve
targets
• Reinforce Regional and individual Retail store accountabilities for marketing standards through regular and
consistent stores visits and evaluation against appropriate measures
• Provide field support, coaching and guidance to Indirect and Retail Operations
• Support the development of the Channel strategy in conjunction with the National Channel Manager and Business
Unit Heads
• Manage and coordinate activities for Distributors and Partnernet customers within the region, using he most
effective tools to analyses, plan, implement and review all sales activities. This includes but not limited to:
a. Managing account queries and debt
b. Gap analysis
c. Implementing BCP’s
d. Managing volumes, margins and pricing
e. Develop strategic plans for, and with each distributor or Partnernet customer to ensure business growth
and budget targets are met, assets and stock levels are managed, and tong term supply agreements are
agreed
• Build long term relationships with Distributors and Partnernet customers, including but not limited to:
a. Developing and understanding of their requirements
b. Monitoring and improving service levels
c. Developing common vision between Afrox and Customer
d. Maintaining a focus on customer needs
e. Developing strategies to meet identified customer needs
f. Optimising relationships to the benefit of both Afrox and the Distributor/Partnernet Customer.
g. Liaise with relevant Afrox functions to ensure Distributor and Partnernet customer service levels are met.
• Manager SHEQ for Retail operations, Distributors and Partnernet Customers by ensuring that staff are competent
to operate installations, gas safety procedures are followed, and equipment is properly installed.
• Comply with all SHEQ Initiatives through participation in company programs appropriate to Sales.

Maximize channel performance through the review of the geographical products, customer and channel footprint
for the region.
• Closely support the Marketing initiatives and market development goals for Light Industries
• Implementing BCP and BOP for channel management
• Implement and execute the advertising, merchandising, point-of-purchase promotions, frequent shopper’s
programs, special events and sales support programs designed to increase sales volume, retain existing
customers and attract new customers in line with agreed strategy
• Monitor and manage the selling overheads and gross profit after selling expenses(GPASE) budgets to ensure
targets are achieved. Ensure deviations from expected performance are investigated and corrected promptly.
• Manage direct reports in line with the company HR Policies, processes, procedures and systems
• Ensure geo specific retail outlets (Gas & Gears) comply with all standards and processes including security
• Expand customer base (networking, lead follow up and conversion).
• Identify new opportunities to build profitable market share and sustainable competitive advantage; creating value
for new and existing customers.
• Partner with customers, building sustainable relationships and leveraging customer insights and decision criteria to
drive solutions to address current and future needs.
• Create and maintain customer profile and SWOT and or Blue Mapp regionally including sales potential, operating
structure, sites, contacts, and other relevant information.
• Develop in-depth knowledge of customer preferences, needs and anticipated needs/trends (to develop and
implement commercial strategy).
• Keep abreast of competitive activity at existing customers and proactively direct field sales personnel to customer
accounts as needed.
• Develop /maintain Sales Funnel (pipeline) management and discipline within our CRM system.
• Establish and track account performance metrics.
• Provide business analysis including data trends, customer retention, funnel success and addressable/attainable
market.
• Maintain appropriate databases (CRM, RFQ alert, SOA’s, Site/Plant list, Project/Quote Tracking).
• Contract Management.
• Capital Investment Model Management (capex).
• Distilling complex information and communicating effectively internally/externally.
• Strategic selling in complex end user and SHEQ sales environment.
• Value selling for highly technical products.
• Arranging and/or conducting demos on sites or Demo Centres.
• Portfolio revenue contribution annually R60million +.


Chemical:Regional Technical Sales Manager- Decorative & Protective Coatings From 2015-01 To 2015-02
Duties

Industry Market Segment : Retail/FMCG/Paint/Trade/Chemical/Manufacturing/Construction.

Geographical Area : KZN, South Africa.

Product Band Split % : Decorative 45%, Protective 35%, Industrial 15%, Automotive 5%

Key Account Segment Split % : Zeroed database. Had to generate new accounts from scratch.

Direct Reports : Business division was at infancy stage to have any direct reporting personnel at this point of implementation/business account development.

To exceed specific goals for profitable revenue growth.

New business development.

Site product use specifications.

Conflict management/Product complaint troubleshooting, technical assistance and or resolvement.

(CRM) Client Record Management/ CRM Data capturing.

Implement company sales process to establish a culture of consultive selling to customers’ decision makers at all levels and or platforms.

Cultivate and maintain effective business relationships with executive decision makers in key accounts.

Pre-qualify and pursue identified business prospects, participating actively in the planning and sales process for business opportunities.

Collaborate with marketing resources to define overall sales strategy coupled with development of products and solutions responsive, value add considering ROI (Return of investment) to the customers’ business module.

Apply research insights and to provide compelling advertising solutions based on the company’s business strengths.

Establish a planned program for working closely with Account Executive on all aspects on the sales process as well as conduct market research to understand competitors and market trends.

Perform all duties as needed or required to maintain and grow profitable business within the assigned portfolio.

Site visits and Product Use Specification Composer.

GP Rands, GP Literage, Product Rands, Product Literage management.

Provide leadership through effective communication of vision, active coaching and individual personnel development (IDP- Individual Development Plan) taking the appropriate action to realign/correct when necessary.

Ensure effective hiring, orientation, training, development and retention of existing business.

Provide sales management, budget control planning.

Proactively identify changes in market trends within the coating sub sector, delivery systems and competitive pressures to develop and modify strategies/tactics accordingly.

Maintain competitive product/new product development trend knowledge to create and adjust sales strategies.

Develop and implement quarterly/annual sales business plans.

High level of teaming and collaboration skills development either individually or collectively to gain the commit


Wine Wholesaler and Importer:On Premise Representative (Brand Builder- On Con) From 2015-11 To 2016-05
Duties

Industry Market Segment : Hospitality/Regular Bar/Regular Nightclub/Liquor Sales & Marketing

Geographical Area : North Coastline, Durban CBD and South Coastline- KZN, South Africa.

Spirit Brand Split % : Spirit Portfolio 100% (Remy Martin, Hennessy, Skyy Vodka, Grants/Glenfiddich Whiskey, Jose Cuervo Tequila amongst other famous brands)

On Premise Segment Split % : Regular Nightclubs 30%, Regular Bars 70%.

Direct Reports : Promoters as per agency allocation for sales activations/events.

In partnership with the National Sales Manager and Kzn General Manager, develop and conduct sales activation plans, brand education and training, market surveys, competitive pricing surveys.

General sales meetings with Regular Bar/Regular Nightclub owners to identify listing opportunities.

Provide National Sales Manager and Kzn General Manager with market intelligence and recommendations for effective planning or programming.

Execute new product launches/sales activations/events with merchandising.

Manage merchandising pre-planning.

Execution and Communication of Sales Objectives.

Communicate all necessary information and brand education on core focus brands and all other Spirits programs, strategies and standards to Regular Bar/Regular Nightclub owners/managers on duty in an effort to build and or refresh brand awareness.

Establish brand presence in the On Premise market and conduct regular market work-withs to ensure assigned Spirits portfolio blueprint, brand priority and initiatives are maintained/increased.

Implement sales performance measures and targets using the assigned Spirits brands priorities with venue owners while assisting in achieving expected results within On Premise portfolio.

In Market Training and Relationship Development.

Develop, cultivate, and maintain strong relationships with key On Premise accounts, owners/managers and buyers.

Leverage relationships to explore business opportunities.

Work with, coach and educate venue sales members/staff (eg. Barmen, waiters) on all Spirits brand priorities, standards, product development knowledge.

Provide product education sessions to wait staff, retailers and other customers applicable.

Partner with Trade Marketing to create and execute local programs and initiatives.

Administration and Analysis.

Provide feedback on market issues: opportunities, trend changes, challenges, distributor issues and competitive activity.

Work with National Sales Manager (NSM) including General Manager (KZN GM) to develop action plans for business opportunities through the use of strategic insights and as applicable leverage distributor/On Con venue sales data.

Conduct and report weekly progress checks of distributor/On Con venue performance for assigned area/database.

Manage all On Con tastings, sales activation events costings/budgets effectively and provide regular updates to National Sales Manager and KZN General Manager.

Insure required reports are turned in timely and as necessary.


Manufacturing:KZN Regional Corporate Key Account Manager- Retail Division From 2010-06 To 2014-12
Duties

Business Development incl Sales Strategies Development and Implementation for both Macro and Micro
business marketplace.
• Participate in and develop a business strategy as part of the Management team
• Develop a sales strategy in line with the business strategy to achieve pre-determined GP Rands, GP Literage,
Product Rands, Product Literage volume/marginal targets.
• Manage the company’s strategic business risks in terms of our policies and frameworks
• Implement operational sales and business development strategies
• Establish both market and target customer strategies for the company.
• Business Management:
• Manage the assigned Corporate Portfolio in line with operational and budget requirements and in
accordance with relevant legislation
• Translate the overall sales strategy into section targets, objectives and operational deliverables
• Drive regional sales team towards expected market penetration and customers/partners satisfaction levels
• Sales Force Effectiveness: monitor sales team’s performance to ensure achievement of departmental and
business goals on an ongoing basis
• Monitor and ensure the effective running (profitability) of the sales portfolios
• Establish and ensure maintenance of sound relationships with key business stakeholders
• Focus on customer experience and service delivery by ensuring that services are always accessible
• Ensure revenue/financial targets are met/exceeded.
• Prepare and manage sales budgets (plan, launch, track and or exceed by stretching)
• Approve budgetary expenditures within authorisation limits or delegations
• Review and report on financial performance
• Attend meetings and travel as required by the Divisional Head.
• Market Intelligence research and trend Analysis
• Monitor and evaluate company’s customer experience on an ongoing basis
• Business Intelligence: Identify innovative opportunities
• Analyse competitors, market trends and developments and make recommendations accordingly
• Keep up to date with the latest technological tools and trends as it relates to sales processes and
procedures, and client acquisition and retention.
• Human Resource and Management
• Build and develop a sales department to ensure a legacy (succession planning)
• Talent acquisition and development and mentorship of sales team members
• Management of sales team incl Visual Merchandising team
• Set performance objectives for members of sales team and for team as a whole
• Conduct staff appraisals and manage remedial action when required as per IDP.
• Encourage collaboration between departments.
• Develop and manage an efficient and effective distribution network.
• Fostering transformation.
• Multi Project Co-ordinator.
• Go To Market promotion Activator.
• Asset Management: Multimillion tinting equipment management with ICS (In-store Colour Support)
• Portfolio revenue contribution annually R110million.+


Insurance - Brokering:Financial Planner From 2009-03 To 2010-04
Duties

Customer Service Agent.

Complete financial advising (tax planning, estate planning, all life risk planning, all capital wealth growth planning, retirement planning, etc.).

Quotations composer.

Short/Long term insurance Agent all included of car, business & household (Domestic & Commercial) categories for Mutual & Federal.

Self-Management.

(CRM) Client Record Management/ CRM Data capturing

Servicing/Portfolio reviews of existing business including acquisition of new business

Account sales target achieving/Sales management including route budget control planning versus ROI (Return of investment).

Company representative.

Market researcher.

Trade Presenter.

Relationship builder.

New Business Developer.

Negotiator at CEO/Corporate level. (01/03/2009-31 April 2010).

Achievement of Note:

Rated in the Top 7 Professional junior Financial Advisor in the region for the year 2009 within 12 months tenure in Old Mutual.

Succeeded within 12 months tenure in Old Mutual membership at 51 club, Old Mutual SA recording 3.11 rounds, bronze status recording 2.94 rounds and recently silver status recording 2.79 rounds.


Retail - Wholesale:Fresh Produce Supervisor. From 2005-06 To 2005-09
Duties

Budget achieving/ Sales target achieving/Sales management including budget control planning versus ROI (Return of investment).

Stock replenishment.(SRM) Supplier Record Management/ SRM Data capturing

Supplier credit controller.

General data capturing.

Quality controller.

Customer servicing Agent.

Product Promoter.

Shrinkage controller.

Display Specialist.

Market researcher.

Multi administrative duties.

General invoicing.

Bulk deals negotiator.

Staff Management / Recruitment. (30/06/2005-15/09/2005)


Retail 100% /FMCG/Services/Distribution/Supply Chain:Sales Representative From 2005-09 To 2009-01
Duties

Initially employed as a merchandiser (20/09/2005-30/01/2006).

Merchandising Principle products such as Liqui Fruit, Glad, Pepsi beverages, Aspen Pharmaceuticals, H2O (Chantilly Water), Airwaves Chewing Gum, etc. to name a few.

Quality controller.

Display Specialist.

Point of Sale specialist.

Shrinkage Controller.

Merchandising service to 30 stores +.

(CRM) Client Record Management/ CRM Data capturing.

Team Leader (Supervisor)

Managing merchandising service to +65 stores namely Pick ‘n Pay Chain stores, Spar Chain stores, Shoprite Chain stores, Game, Makro, Sparkport Pharmacy stores, etc. including all allocated merchandisers based permanently at these stores.

Merchandising service including stores requiring urgent servicing no matter the location but within the KZN province.

Stock replenishment.

Quality controller.

Display Specialist.

Forward share negotiator.

Returns Authoriser.

Conflict Management.

Account sales target achieving/Sales management including route budget control planning versus ROI (Return of investment).

Conduct business plan review meetings with sales team/store decision makers.

(CRM) Client Record Management/ CRM Data capturing.

Relationship builder.

Product/Principle Promoter.

Staff recruitment. (01/02/2006-30/06/2006)

Sales Executive for Pick ‘n Pay Chain stores, Spar Chain stores, Shoprite Chain stores, Game, Makro, Sparkport Pharmacy stores thereafter transferred to the Wrigley.SA Confectionery Company (Airwaves chewing gum and supporting brands).

Direct sales and marketing including distribution management on Key Account Principles such as Liqui Fruit & Ceres Beverages, Aspen Pharmaceuticals, Pepsi beverages to name a few.

Servicing of 60 stores +.

Merchandiser Manager.

Forward Share / Bulk deals negotiator.

Budget Achieving/ Account sales target achieving/sales management including route budget control planning versus ROI (Return of investment).

Stock replenishment.

Quality controller.

Display Specialist.

Upliftment Authoriser.

Staff recruitment.

Customer Service Agent.

Conflict management.

(CRM) Client Record Management/ CRM Data capturing.

Relationship builder.

Conduct business plan review meetings with sales team/store decision makers.

New Business Development.

Product/Principle Promoter.

Market researcher.

Trade Presenter on product changes including new products. (01/07/2006-21/01/2009)


Service:Stock Co-ordinator / Buyer From 2004-06 To 2005-05
Duties

Budget achieving/Sales target achieving/Sales management including budget control planning versus ROI (Return of investment).

Stock replenishment.

Supplier credit controller.

Supplier Merchandiser Manager.(SRM) Supplier Record Management/ SRM Data capturing

General data capturing. .

Quality controller.

Customer Service Agent.

Product Promoter.

Shrinkage controller.

Display Specialist.

Market researcher.

Multi administrative duties.

General invoicing. (25/06/2004-28/05/2005)

eThekwini (Durban)
Durban
English
Afrikaans,Hindi,Zulu
Yes
Cape Town,eThekwini (Durban),Johannesburg (Incl. Northern Suburbs),Johannesburg (West Rand)
Yes
Married
Available
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