Off-Premise Group Accounts
Reports To: Group Accounts Manager
Function: Sales
Area: South Africa
Number of Reports: 1
Overall Responsibility:
Develop, service and grow relationships with the already established National Group Accounts to establish and grow our SHP portfolio and volume and market share within the Off-consumption channel.
Focus Area 1-Sales Execution
- Ensure Sales execution within the Off Premise channel delivers optimal sales
- Ensure Off premise Sales and brand activation execution performance
- Align with Trade Marketing team to assist with developing Off premise Group Accounts actvities which aligns to Off premise Group’s calendars
- Develop and maintain relationships with Key Off premise groups and Banner Groups as defined from time to time.
- Assist with the developmnet of the Off premise Channel plan
- Ensure Group account calendar is communicated and executed
- Ensure Sales execution within the Off Premise channel’s in trade execution blueprint standards
- Manage the operational execution of sales orders with customers and distribution centres
- Enable on time and in full customer order fulfilment
- Resolve group account queries and complaints
- Ensure in trade outsourced sales and merchandising execution
Focus Area 2 -Budget and Reporting
- Own and Manage the Annual Sales execution and advertising Budget for the relevant Group Accounts
- Own the Annual/Quarterly/Monthly channel sales forecast across all brands
- Achieve net revenue targets by group account
- Execute the discounting and dealing mandate
- Develop in trade execution criteria and best practices
- Monthly/weekly reporting on the progress of agreed targets
Focus Area 3 -Strategy and Plan Execution
- Co-develop the annual strategy for the National Off -consumption channel
- Develop, present and execute the Off premise group account plan, aligned to the strategy and supported by the budget forecasted sales volumes
- Conduct Monthly and Quarterly key account reviews
- Develop and execute sales force programming initiatives for the off premise groups
- Ensuring that there is a Channel strategy which can be executed by the SHP Sales Team
Focus Area 4 -Cross Functional Support
- Works closely with Trade and Brand Marketing in planning and execution of the Sales Initiatives
- Work directly with Regional and local district sales teams
- Align with external sales and merchandising partners
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
- Provide overside 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 the Channel
- Proven track record of exceptional people leadership skills
- Proven track record of outstanding trade execution and leading teams to performance achievements
- 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 Accument
- Analytical ability
- People Management
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