Wholesale Manager Inland

REPORTING LINE: CEO and CFO

DIRECT REPORTS: 3 x Branch Managers 8 x Reps 1 x PA – Shared with Sales manager coastal. 1 x Site Supervisor

INDIRECT REPORTS: 3 x Branch Admin 18 x Branch Staff - 3 Branches (From Stock Controller to General Workers)

PURPPOSE OF JOB:

Job description of a Sales Manager is to lead sales team by providing guidance, training, and mentorship, setting sales

targets and goals, creating sales plans, analysing data, assigning sales territories, and building my team to

achieve/ exceed our target for Wholesale and OEM inland.

KEY PERFORMANCE AREAS:

This position will be responsible for the following 4 Key Performance Areas:

1. Financial KPA: To achieve/exceed sales and gp target and not exceed expense budget within FYE.

2. Customer KPA: To increase market share by 10% and retain existing customer base of inland sales.

3. Operational KPA: To manage and deliver operational excellence of the inland CCF.

4. Learn & Grow KPA: To develop competent Reps and Branch Managers that can grow Inland market share

KEY PERFORMANCE AREA (RESPONSIBILITIES) MEASURE | KPI (WHAT SUCCESS LOOKS LIKE)

Financial Responsibilities:

1. Achieve Inland target · Achieve and exceed monthly and yearly sales and gp target for Inland wholesale. · To achieve monthly and yearly new business target. · To stay within the expense budget allocated. · To make sure that all customers are loaded on the correct volume discount contract. · To authorise pricing overrides on volume discount contracts. · To ensure that there is enough stock is on order for OE customers. · To approve stock returns from customers. · To sign off credit notes. · To ensure that credit applications are complete and correct and submit to accounts. · To maintain growth at existing customers by cross selling and new sales strategies. · To ensure new business growth by ensuring that reps open new accounts and that they are spending to their potential.

Customer Responsibilities:

1. Inland sales strategy · To put in place a sales strategy to grow market share by 10% and retain existing customer base. · To break up the customer base into manageable and logical areas. Bloemfontein - Including the rest of the Free state, Northern Cape, and part of the Northwest. Wholesale and distribution only. (One

dedicated rep for the Free State and Northern Cape and another that will share the part of Northwest that is serviced by Bloemfontein) Polokwane – Consisting mainly of the Limpopo province but overlapping a part of the Northwest province. Wholesale and distribution only. (In search of a dedicated rep for this area to expand the customer base for this new branch) Nelspruit – That covers the whole of Mpumalanga and a part of Limpopo. This is the only branch that has a mixture of Wholesale and End User. (A dedicated End User rep that targets the forestry and transport business in and around Nelspruit. A shared rep with Gauteng that will cover a piece of Mpumalanga and the Southeast of Limpopo) Gauteng – This is the hub of our business and overlaps parts of all three the other provinces. (Here we have 6 reps that have most of their accounts in different sections of Gauteng and 2 that cover the above-mentioned areas serviced by the other three branches. · Making sure that these reps are equipped and qualified to service these customers to the best of their abilities. · Ensuring that we have a sales strategy to service our OE customers and ensure that there are enough tyres in stock and on order to supply the manufacturing demand.

2. Customer database · To ensure that customer information is correct and updated on a regular basis on Salesforce. · Be aware of who has stock and who does not. · Compile and update spreadsheet with competitors pricing

3. Pricing · Ensure that volume discount contracts are loaded and reviewed monthly. · Multiples on stock items are correct. · To ensure that price increases are communicated two months in advance.

4. Customer complaints · Take customer complaints and investigate and correct behavior that resulted in bad customer service and follow this through so that it does not happen again. · Discuss and correct issues with service issues from customers concerning reps.

Operational Responsibilities:

1. Sales rep management · Check that reps call planners are done by the 1st of every month. · Plan to accompany reps on customer visits, coach and up-skill. · Accompany reps from Monday to Thursday – Friday admin day. (Min of 20 customers per week) · To ensure that all visits are done as per planner and is recorded on Salesforce. · To ensure that reps plan their visits on the pre plan notes on Salesforce. · Monitor data integrity of reps on Salesforce. · To review meeting notes made by the reps during their visits. Review calls per customer monthly.

2. Branch operations · Monthly stock take at branches to ensure stock control and levels are maintained and submitted to Financial Manager.

· Identified slow moving stock for specials or transfer to other branches that sell. · Adjust the multiple on slow and fast-moving stock to optimize stock movement and increase GP%. · Assist branch managers with vehicle and route planning, fuel, expenses etc. · Assist Branch Managers with new appointments and interviews. · Assist Branch Managers with disciplinary and HR related issues. · Monitor and manage branch sales rep's activities and sales targets. · Motivate, lead, and mentor Branch Managers.

3. Debtors Liaison · Motivate and assist with credit limit increases. · Assist with queries and collections.

4. Stores Liaison · Co-ordinate fitment of combos. · Release stock from bond to ensure correct levels are maintained. · Instruct when combos need to be stripped for loose stock. · Authorization of IBT's.

5. HR · Assist with other divisions disciplinary hearings. (This should be discussed)

6. Escalations and exceptions · To escalate any operational issues to stakeholders – CFO -CEO if necessary. · To close feedback loop to ensure that all issues are resolved. · To escalate issues from reps and Branch managers related to Financial, operational and customer service issues. · To pick up and investigate exceptions on pricing and GP%. · Correct rep's behaviors with escalations from the finance and operational departments. · To escalate customer issues with account queries, pricing, or service delivery issues.

Learn & Grow Responsibilities:

1. Team Development · Design training and development plan for Branch Managers and Sales Reps. · To maximize the effectiveness of training by making sure that skills are utilize and affected in the field. · Conduct skills audits on Sales and Branch staff. · Visit one of my three branches every month, evaluate and give constructive criticism and advice to Branch Managers. · Coach and advise managers on operational challenges. · Motivate and lead by example.

2. Performance management · Monthly management meeting to review and discuss sales targets and expenditure budgets for Branches. · Visit customers with all reps and observe coach and correct behavior. (2 days per month with each rep) · Monthly evaluation of Reps performance to targets. · Monthly one on one meeting to review existing customer spent and pricing. · Monthly review of call frequency of call planning to customers. · Monitor Salesforce activities daily. · Ensure that all sops are adhered to and maintained.

· Conduct Disciplinary actions in consultation with IR specialist, when required.

3. Housekeeping · Maintain ATT culture and values to align reputational conduct. · Ensure that all sales staff are groomed and dressed neatly to keep company image intact. · Participate in ad hoc projects. · Ensure that Branches and vehicles are maintained and serviced. · Ensure that work areas are neat and conducive to efficient workflow. · Identify and escalate any health and safety risks.

DECISION MAKING CRITERIA

1. Authorize customer pricing plans. New and Retreads.

2. Authorize all pricing where the volume discount contracts loaded for a customer are changed.

3. Authorize all pricing at branches where min Gp granted to Branch Managers are changed.

4. Change multiples on specific groups, brands, and sizes to maximize sales and Gp.

5. Authorize IBT outside of weekly stock ordering process.

6. Authorize Leads/ Prospects and decline those that do not meet specified criteria.

7. Authorize all buy outs for Inland customers.

8. Determine CCF per customer for reps.

9. Authorize deliveries placed after cut off times.

10. Authorize special deliveries outside of CCF.

11. Authorize leave or time off for my team.

12. Sign off all Credit notes for inland sales.

13. Authorize any stock returns from Inland customers and charge handling fee if appropriate.

14. Authorize the use of company vehicles for private use.

15. Authorize Breakdowns to assist with on site fitments at OE customers.

16. Authorize and instruct the fitment of Combos. 050 and 067

17. Authorize the release of all Combos out of Bond to Stock or Rebate store.

18. Authorize the release of loose tyres from Bond to Stock.

Authorize the strip of Combos for loose stock.

19. Authorize any price changes on Breakdown costs.

20. Effect price increases at OE customers.

21. Authorize any changes on Factory production patterns.

22. Authorize any policy adjustments on New or Retread claims.

23. Sign off Rep's expense sheets. (Fuel, toll fees, entertainment etc)

24. Sign off weekly working hours for Reps and on-site staff.

25. Advise on containers to be pulled from 109 for weekly schedule.

26. Authorize requests from transport for fuel cards, change of vehicles etc.

27. Authorize Container Direct deals and orders.

28. Assist with min max stock levels.

29. Any pricing under 10% to a min of 6.5%.

30. Authorize AMS pricing and IBT's.

TEAM ORGANOGRAM (to edit – one line up or one line down of this job role)

MINIMUM REQUIREMENTS / QUALIFICATIONS AND/OR EXPERIENCE

1. At least 5 years sales experience.

2. Matric.

3. Driver's licence.

4. Computer literate.

5. At least 3 years Management experience.

COMPETENCIES REQUIRED:

Knowledge:

1. ATT Wholesale Sales Strategy 6. Market trends and strategies

2. Competitor's pricing 7. ATT sop's

3. Pricing structures 8. Accounting – Income statements etc

4. Salesforce 9. Export sop's

5.Sage Evolution 10. Technical tyre knowledge New and Retread

Skills:

1. Coaching and mentor skills 2. Management and leadership

3. Inspire and motivate 4. Negotiation

5. Strong sales skills 7. Communication

8. Problem solving 9. Time management

10. Presentation 11. Relationship building

12. Researching 13. Accept change

14. Computer literate 15. IR skills

Attitude / Behavioural Requirements (Compulsory):

1. Focused

2. Determined

3. Decisive and logical

4. Willing to work outside normal

5. Honest and sound

6. Customer driven

7. Be accountable

8. Leader

9. Meet deadlines

10. Respect for others

Job Tools:

1. Salesforce 4. Fuel or company vehicle

2. Laptop 5. Travel, entertainment, and expense budget

3. Cell phone allowance 6. PA to assist with OE customers and Tirepoint Move to people

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