Job Purpose:
Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone
Context/Scope:
A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
Responsible to:
Regional Commercial Manager
Responsible for:
CSM, OM, Neighborhood, Golden Outlets & SSF
Key Accountabilities
- Manage the activities of the field sales team in assigned zone
- Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
- Achieve sales drivers (QDVP) objectives for the zone
- Manage sell-out of Customers in the zone
- Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
- Develop and ensure implementation of outlet coverage strategy for the area
- Implement agreed Route to market strategy in assigned zone
- Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
- Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
- Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
- Provide market intelligence report in assigned area
Measurement/Performance Indicators
- Achieve weighted distribution targets
- Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
- Coverage strategy and implementation
- Coaching and development plan implementation
Internal & External Relationships:
- Regional Commercial Manager
- Marketing/Sales/Channel/Supply Chain/Finance/HR team
- Line Managers (Performance Management, recruitment, induction)
- Key Distributors/Customers
- Government agencies within Zone
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Computer literacy (MS Word, Excel, PowerPoint)
Experiences: (What experience brings success to this role)
- Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
- Demonstrated ability to coach and develop people
- Field Sales management experience
Knowledge: (What does the person need to know)
- Good knowledge of business objectives and priorities.
- Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
- Knowledge of Field Sales, Channel or Distributor Management
- PZ Cussons Leadership competencies
