Department Strategic Objectives
Drive the delivery of customer and field sales business objectives towards the achievement of overall business objectives and growth agenda
Job Purpose:
Implement the sales strategy to deliver agreed business objectives within assigned outlets
Responsible to:
Zonal Manager
Responsible for:
Agency staff at golden outlets
Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff
Context/Scope:
A key contributor to the success of the PZ Cussons commercial strategic plan; demonstrating industry leadership in both volume driving & brand building activity.
Key Accountabilities:
- Manage the top weighted Golden outlets in the territory – sell in and the delivery of products
- Recruitment of new outlets
- Ensure availability of MSL in the outlets
- Effective promo management in the assigned outlets
- Ensure Joint Business Reviews with the outlets
- Market intelligence gathering and competitor activity monitoring and report timely.
Measurement/Performance Indicators
- Target vs. Actual monthly/yearly performance (sell-In) KPIs
- Agreed coverage plans
- Achieve secondary sales target
- Achievement of weighted distribution.
Internal & External Relationships:
- Zonal Manager
- Marketing/Sales/Channel/Supply Chain/Finance/HR team
- Customers
- Agency staff
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Computer Literacy
Experiences: (What experience brings success to this role)
- Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
- Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
Knowledge: (What does the person need to know)
- Good knowledge of business objectives and priorities.
- Experienced driver with valid license
- Knowledge of Field Sales Management and Market Intelligence.
- PZ Cussons Leadership competencies
Functional or Technical / Business Skills: (What can the holder do)
- Commercial Acumen
- Customer Management
- Negotiation Skills
- In Market Execution
- Selling Skills
- Sales Drivers
- Channel Strategy
- Communication/Interpersonal skills
- IT Skills