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Permanent - Regional Sales Manager Traditional Trade - Johannesburg - South Africa

Job Number: 73222

Regional Sales Manager Traditional Trade
decision making,problem solving,relationship building
Consumer Products - FMCG

Role and Responsibilities

  • Work closely with Head of Modern Trade to assess customer opportunities in each region
  • Manage new and existing retail and petrol forecourt partners to increase product sales.
  • Educate partners on product portfolio, strategy i.e: Take Home, and complimentary services offered.
  • Provide insight and input into modern trade vision and strategy.
  • Provide and maintain competitor pricing analysis and movement.
  • Maintain and minute a consistent business review schedule with key regional customers (JBP, MBR, HYR, FYR).
  • Support SBFSA programs with detailed market initiatives/ develop local programs to meet local needs
  • Ensure timely input to the commercial planning process
  • Provide proposals, quotations, and pricings to partners.
  • Fulfil the yearly volume, net revenue, and GP plan according to the goals and plans distributed annually
  • Increase market share continuously at the accounts. Achieve competitive advantage vs. key competitors in each category.
  • Monitor performance and compliance, take corrective actions when needed. Corrective action to be immediate and executed in-store by the Regional Sales Manager
  • Manage established CDA and Trading Term contracts according to company principles and strategy
  • Effective budget management with regards to display placement budgets
  • Fulfil seasonal strategies
  • Region specific promotions, arrangement of local events, and working out local promotions.
  • Listing of new products
  • Guarantee and improve product distribution and availability at the accounts. Full range availability in store always
  • Effective equipment placement (racks/ displays). Monitor fridge placements in store
  • Price execution and communication towards customers
  • Ensure effective communication
  • Maintain a physical presence in the field to reinforce the account strategy and ensure executional excellence (this is not an office based position – 95% in trade)
  • Ensure that complaints are followed up internally
  • Maintain, check and update customer data
  • Ensure all key decision makers within the account are seen during each visit
  • Manage the sales and merchandising partners responsible for their stores and maintain execution excellence (Picture of success) and drive secondary display opportunities
    • Monitor and measure gap closure and business opportunities for revenue generation


    Local Accountabilities

    Selling, Operation, Execution, analysis

    Ensure customers are informed and fully ranged and stocked


    Performance indicators

    • Compliance and controls
    • Expectation from Role - Volume & Value Plans delivery
    • Excellence in terms of in trade execution
    • CAM cycle compliance and adherence
    • Promotional implementation and execution
    • Management of 3rd party merchandisers
    • Attendance of cycle briefs with sales & merchandising partners
    • Concise and correct daily reports

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Qualifications and Education Requirements

Bachelor’s Degree in business administration


Preferred Skills

Minimum 3 years work experience in sales roles preferably in FMCG Organisations

Demonstratable Strong Business Awareness

Good negotiation and communication skills, teamwork, flexibility

Customer oriented, good problem-solving abilities, accuracy

Ability to take decisions

Excellent relationship building

Ethical conduct & Compliance consciousness

Entrepreneurial thinking

Demonstratable use of data to drive decisions

Ability to build relationships at store level and win with 3rd party merchandising and sales

Ability to solve customer complaints

A willingness to go the extra mile to ensure our brand has multiple parts of interpretation in store and out of stocks are kept to a minimum

Bachelors degree- business administration

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