National Commercial Sales Manager

2 weeks ago

Johannesburg, Gauteng, South Africa Prestige Cosmetics Group Full time

Position:
National Commercial Sales Manager

Division :
Sales

Location:
Johannesburg

Reporting to :
Commercial Sales Executive

Employee Type:
Permanent

Purpose of the Role


The core purpose of the National Commercial Sales Manager is to formulate and execute sales strategies and growth plans, and to lead a team to ensure the Company's principal and customer objectives are achieved through increasing customer experiences and retention, brand market share growth and brand profitability.


KEY RESPONSIBILITIES

Business Performance

  • Design and implement sales strategy for the market to ensure attainment of company sales goals in conjunction with Commercial Sales Executive (CSE).
  • Build and set annual sales forecast & budgets for all brands together with Marketing and the Key Accounts Analyst, to reach overall company objectives and profitability goals.
  • Develop specific retailer execution strategies to achieve market share growth, ranking and performance objectives.
  • Develop, build, and nurture business relationships through regular trade visits to grow the business and cultivate brand loyalty and commitment.
  • Drive the correct behaviours and programs to develop a retail sales force that has longevity (reduced staff turnover), delivers exceptional customer experiences, and achieves their sell out budgets.
  • Oversee the dissemination of sales information to measure and report on sales performance.
  • Manage sales SLAs with other regions where required.
  • Management of key accounts:
  • Establish productive and professional relationships with key personnel in assigned customer accounts
  • Negotiate and close agreements with large customers
  • Works with the retailers to ensure negotiated inputs by the Brand Managers for promo and launches are allocated correctly by door to ensure high levels of sell through
  • Implements monthly retailer meetings to review numbers, discuss opportunities.

Customer Service Delivery

  • Lead the Training team to manage the implementation of brand's customer journeys to our retailer partners.
  • Ensure proactive resolution of and take immediate corrective action on outofstocklines in the trade.
  • Manage correct implementation of merchandising and planogram guidelines.
  • Oversee the management and maintenance of stock in stores to ensure maximum sales potential.
  • Ensure correct and timeous implementation of launches, promotions, and replenishment.
  • Ensure correct management of promoter pool to maximise potential within the retail environment.
  • Create and implement plans consistent with business objectives.
  • Ensure that instore execution reflects the brand's positioning and expectation of the business.
  • Execute launch and promotional activations and plans to ensure: Targets, profits and positions are achieved across the business.

Sales Management

  • Monitor sales performance vs. budgeted numbers (compare retailer by store vs. national picture)
  • Analyse and evaluate the actual sales results against the set target for the relevant period.
  • Ensure sound Training strategies support and enhance sales and drive development.
  • Ensure understanding of demand planning principles to complete stock analysis.
  • Analyse areas of underperformance and initiate the appropriate intervention for corrective action to minimize future negative sales impact.
  • Anticipate and address obstacles that hinder maximum sales generation.
  • Conduct regular audits to ensure that all necessary scorecards, policies, procedures, and processes are in place and adhered to.
  • Identify and implement new ideas to drive sales.
  • Work together with the General Manager and Marketing Team, to build the brand.
  • Identify problem stores, high performance stores top down collaborate with direct reports and formulate strategies to prioritize and grow nonperforming stores.
  • Collaborate with support functions e.g., marketing, events, HR, to ensure support and respective strategies are in place.
  • Ensure submission of monthly commission and reports to all retailers and internal stakeholders timeously.

People Management and Leadership

  • Encourage, implement, and reinforce the company values and leadership principles.
  • Ensure an open, motivated, and harmonious work environment.
  • Manage the performance of self and all direct reports (formally and informally), ensuring that regular feedback is given/received, coaching, and mentoring on performance is given/received, to enable continuous improvement.
  • Be actively involved in individual development plans, develop such plans for all direct reports and ensure that the agreed development interventions are delivered.
  • Ensure that KPIs are conducted on all staff to identify the appropriate performance management requirements.
  • Monitor, analyse and manage team expenses.
  • Support direct reports in driving the required growth via implementation and regular review of the area business plans.
  • Lead, manage and develop direct repo

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