Centralised Sales Manager

Centralised Sales Manager

Position/Title: Centralized Sales Manager                         
Reports To: GM Trade marketing and Group accounts            
Function: Sales            
Area: South Africa            
Number of Reports: 5 (S=M Partner Coordinator, Telesales)

Overall Responsibility:    

  • Develop, service and grow relationships with the already established as well as potential new Trade Partners and National Group Accounts to establish and grow our SHP portfolio and volume within the On-consumption, Main Market and Off consumption Channel                  
  • SHP will not be able to cover all outlets with a direct sales call to engage with existing and prospect customers          
  •  The centralized sales function will bridge the gap between direct and indirect customer interaction            
  •  We are seeking an innovative Sales Manager to plan and oversee the implementation of our national sales strategies across multiple channels        
  •  The central sales manager will be developing channel-specific sales programming strategies and planning sales campaigns
  •  To ensure success as, the successful candidate should demonstrate extensive knowledge of channel strategies and experience in a related industry.              
  •  The Centralized Sales Manager will be someone whose expertise results in optimized direct and indirect sales growth and increased profitability  
  •  He will ensure we achieve our objectives without a direct sales footprint              
  • This function will engage with new age methods to engage customers and to influence execution and sales performance

Focus Area 1-Leadership, People Management and Development
  • Ensure Sales execution within the On and Off Premise channel delivers on budgeted volume targets                  
  • Achieve sharp synchronized brand activation execution performance on a national basis                  
  • Align with Trade Marketing team to assist with developing sales actvities which aligns to calendars and key annual sales opportunities                  
  • Develop and maintain relationships with Key Off and On premise groups and Banner Groups as defined from time to time.                  
  • Ensure Group account calendar is communicated and executed                  
  • Enable on time and in full customer order fulfillment                  
  • Ensure in trade outsourced sales and merchandising execution
  • Evaluating and improving existing sales strategies                  
  • Outbound Calling to solicit orders                  
  • Handling all inbound orders and customer queries             
  • S&M Partners managed                  
  • Work Teams that combine SHP, S&M Partners and RTM Partners Sales Force.                  
  • S&M Partners Expanded from the current pool                  
  • New methods to engage customers. CRM, Apps, Facebook, Instagram, Linkedin                  
  • Reward Programs sold in, monitored to drive volume and execution.                  
  • Loyalty Programs developed                  
  • Retention Drives for customers                  
  • Resolve service complaints                  
  • Direct Sales Force to new opportunities ie – Scrub Liquor License notices                  
  • Draught Management – Complaints, new requests, etc
  • Fridge Management – Complaints, new requests, etc                  
  • Close working relationship with credit team that enables new customer opening, credit queries, etc                 
  • Logistics interface? Following up on delivery queries                  
  • Minimum INBOUND CALLS- we must drive customers to technology at the same time                  
  • Determine optimal levels of market penetration with strict criteria for engagement                  
  • Determine outsourced resource requirements                  
  • Manage effectiveness of outsourced service providers and Develop and execute trade pricing strategies                  
  • Analyzing market data, trends, consumer preferences, and competitor behavior in order to plan future interventions
  • Determining which growth levers to drive and adapting campaigns accordingly                  
  • Keeping track of and implementing the latest marketing technologies and techniques
Focus Area 2-Budget and Reporting
  • Own and Manage the Annual Budget for the centralized sales function                  
  • Own the Annual/Quarterly/Monthly sales forecast across all brands                  
  • Budget setting and monitoring spend effectiveness                  
  • Monthly/ weekly reporting on progress towards achieving key goals

Focus Area 3 -Strategy and Plan Execution 
  • Develop the annual channel strategy and strategic imperatives
  • Develop annual market potential study where to play and how to win?                  
  • Develop, present and execute sentralized sales plans, aligned to the strategy and supported by the budget forecasted sales volumes                  
  • Assume accountability of the commercial sales Budget
  • Analyze data and develop key leading insights                  
  • Deploying sales strategies in collaboration with the marketing team, senior managers, and other departments                  
  • Developing new sales strategies and implementing plans
  • Provide strategic leadership to the business on our most important sales focus areas                  
  • Gathering marketing campaign data, evaluating the impact of strategies, and reporting the results

Focus Area 4-Cross Functional Support         
  • Works closely with Trade and Brand Marketing in planning and execution of Sales Inititiatives and brand activations                  
  • Clearly Communicate centralised sales strategy which can be executed by the SHP Sales Team                  
  • Managing all central campaign communications and establishing strong partner networks internally                  
  • Deploying sales strategies in collaboration with the marketing team, senior managers, and other departments                  
  • Cross functional integration with Finance and other support departments          
Focus Area 5-Leadership, People Management and Development     
  • Support and entrench the company culture that emphasizes quality, continuous improvement, key employee retention and development, and high performance.                  
  • Inspire and motivate the broader SHP team to deliver on goals and maximize individual and the overall company performance
  • Lead the centralised sales team and ensure a high performance culture                  
  • Provide over side and direction to sales team members when required       
Requirements of the Role    
  • Post Matric Qualification in Sales/Marketing                  
  • A minimum of 5 years’ experience in Sales/Marketing in a FMCG environment, beverage industry preferred                  
  • Extensive understanding of the operational and commercial elements required in group accounts                  
  • Proven track record of exceptional people leadership skills    
  • Proven track record of outstanding trade execution and leading teams to performance achievements                  
  • In-depth knowledge of current digital marketing technologies and techniques.                  
  • Proficiency in channel management software                  
  • Proven track record of strategic decision making and outperforming competitors in market  

Preferred Skills    
  • Persuasiveness and selling ability                  
  • Exceptional verbal ability and communication skills                  
  • Relationship Building                  
  • Commercial Accumen                  
  • People Management                  
  • Exceptional analytical and strategic thinking skills.                  
  • Superb leadership, communication, and collaboration capabilities                  
  • Excellent time-management and organizational skills          
NB: Specific duties/responsibilities will vary from time to time: the above list is intended to indicate the general nature of the post and is not exhaustive. The post holder will be expected to be flexible in supporting the business by undertaking any other responsibilities which are aligned with this job level
Job Department: Sales
Job Location: Western Cape

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