Territory Sales Manager at PZ Cussons

Job Purpose:

  • Why does the job exist?
  • Work with the Dealers/ sales team to deliver agreed business objectives within assigned territory.

Reporting Relationships:

  • Zonal Managers/ Key Accounts Manager/ Regional Commercial Manager

Dimensions:

  • Return on Investment
  • Customer Satisfaction
  • Turn Around Time
  • Strategic Alliances with different institutions

Key Performance Indicators

  • Target vs. Actual monthly/yearly performance (sell-out,e, KPIs Timely and quality of execution of trade and marketing
  • Activities in assigned territory)
  • Implementation of Territory Coverage Strategy Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Principal Accountabilities:

  • The key outputs of the job
  • List in priority order if possible, typically 8-10
  • NOT a task list
  • Any requirement for organizing & planning including own work and the allocation of resources
  • Typical decisions made and if they are advisory or directly responsible for the outcome
  • Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)
  •  Achieve sales drivers’ objectives for the territory viz (Distribution, Visibility, Price and Promotion)
  • Managing territories with potential to deliver a minimum of 1B per annum
  • Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth
  • Analyse and review distributors’ performance against agreed KPIs
  • Work with the ZM to develop JBP of customers in assigned territory
  • Ensure bi-weekly stock taking in other to protect company resources
  • Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development
  • Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs
  • Adherence to monthly journey plan for customers’ contact and engagement
  • Ensure compliance to retail operating standards in all showrooms
  • Organize and coordinate activities of floor sales merchandizers
  • Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit
  • Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use

Internal & External Relationships:

  • Identify the most significant ones
  • Attach a preferred suppliers list if available
  • Detail which networks the jobholder will be part of e.g., finance, categor
  • Zonal Managers
  • Marketing/Sales/Channel/Supply Chain/Finance/HR team
  • Customers
  • Agencies
  • PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

  • List any qualifications required to do the job
  • Be specific about the experience needed
  • Focus on type of experience not the time served

Qualifications:

  • First Degree in any discipline
  • Computer Literacy

Experiences: (What experience brings success to this role)

  • Minimum of 1-2 years 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.
  • Experience in an electrical related company is an added advantage.

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- BEST values
How to Apply
Interested and qualified? Go to PZ Cussons on pzcussons.wd3.myworkdayjobs.com to apply

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