Never pay for any CBT, test or assessment as part of any recruitment process. When in doubt, contact us
Main Responsibilities:
Sales Strategy
- Propose goals, sales strategies, channel and customer plans for the managed geographical areas
- Define route to market, select distributors and define the contract
Sales Forecast, Budget and Objectives
- Develop and manage operationally weekly rolling forecast for the assigned markets
- Ensure the proper management of budget in line with business objectives
- Propose region sales volumes budget and trade expenses
Customer plans and Sales Development
- Detect and propose business development and growth opportunities, ensure quantity and qualitydevelopment in the assigned markets
- Properly distribute resources (financial,) for effective ROI
Negotiations
- Manage negotiations with international KAM’s to ensure implementation of the corporate guidelines
- Present, negotiate and sign agreed budgets with distributors and wholesalers
- Define and communicate objectives and policies to distributors
Field Management
- Define with Distributors the service level expected (business model, KPis) and monitor the actual outcome
- Ensure application of KA agreements
- Ensure achievement of area sales targets (Building Blocks Kpis)
- Manage Distributors, ensure payment to Ferrerro, follow up credits and assure the information flow from Distributors on sales and expenses
Planning and Control
- Monitor field activities performance, sales conditions, agreement and relevant KPIs
- Ensure stock management and control, propose actions to resolve over-stock, out-of stock
- Ensure all agreed reports are provided timely and accurately – from distributors and ensure accuracy, up and down with KAM 9actuals on stock and sales, freshness and reports)
Marketing and Trade Marketing
- Implement brand strategies, achieve qualitative objectives, reports on opportunities and obstacles
- Ensure implementation of TM activities, active and proper in store activitiesw execution
- Liaise with Marketing on local best practices results to be converted into sales stories for all activities and markets
Who we are looking for:
- Minimum 8 years relevant experience
- Exposure to FMCG environment
- 3 year tertiary qualification
- Minimum 5 years export experience in SADC countries
- Solid experience working with Distributors
- Experience in leading negotiations with Distributors
- Experience in policy framework, trading terms, commercial contracts drafting
- Experience in managing teams/people