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Regional Sales Manager

3 months ago

Johannesburg, Gauteng, South Africa RCL FOODS Careers Full time
Our Talent Team is currently looking for
Regional Sales Managers within our Customer Team.

RCL Foods entrusts its
Regional Sales Managers to develop and implement appropriate solutions in the form of value propositions to meet or exceed all sales goals, performance quotas and process expectations in the relevant region as well as to grow the business in the assigned region by planning, organizing, training, directing agents and managing the supply chain. The business objectives, set by the division, will then be achieved through flawless execution of all Operational Objectives (Sales and Logistics).

Regional Sales Managers are also responsible for providing tactical and operational leadership and support to the regional sales team.


The roles will be based in
Gauteng and be required to travel to their respective regions as per operational requirements.

The
Regional Sales Managers report to the Customer Executive.

Duties & Responsibilities:

Sales Management

  • Develop and execute the regional sales strategy.
  • Generate leads regarding prospective contract opportunities and drive deal closure.
  • Develop proposals, negotiate terms and conditions and implement contractual agreements for regional accounts with accountability for delivering strong financial results.
  • Implement the national sales strategy across the region.
  • Manage and monitor strategic target achievement.
  • Manage and coordinate accurate regional sales (volume and product) forecasting and ensure alignment to and input into the national planning processes.
  • Attend national meetings as required.
  • Drive the implementation of the pricing strategy and practices.
  • Develop key internal relationships in various functional areas and at various levels.
  • Develop, implement and manage regional marketing objectives.
  • Drive horizontal and vertical growth opportunities.
  • Constantly analyse statistics regarding the number of sales made in a given time period, the resulting profits, and the need for new clients and products.
  • Drive the achievement of applicable strategic and operational targets.
  • Coordinate sales team promotional activities across the region.

Planning
-
Target Setting - Monthly sales targets, as supplied by the NSM to be broken down by: Region
  • Inland region divided into Limpopo, Northwest, Vaal, 3x Spar DC, 1x Shoprite DC, 1x Metro DC and Mpumalanga area.
-
Annual Regional Plan - Design Annual Business Plan with KAM for customers. Business plan in line with Company/Departmental strategy (Brand Strategy). Review - monthly, weekly and quarterly reviews with KAM's, Agents and the NSM and present back to KAM and NSM on a monthly basis.
-
Prioritize Activity per Agent - Brand vs Brand e.g. Yum Yum versus Nola Mayonnaise. Promotional execution
  • Speed to market, execution of promotion and feedback to KAM. Representative execution
  • Forward share, Merchandising Objectives, POS execution. Private label vs Primary brand % Share required and allowed.

Managing Supply Chain
-
Forecasting - Forecast Depot Stock weekly requirements.
-
Stock Control - Weekly Review of physical stock vs model stock.
-
Back Door Alignment - Weekly reduction on returns and "do not order" stock. Manage Daymon, Metro PL as well as Pack and Stack to reduce cost of returns.
-
In-store KPI (Key Performance Indicators) Achievement
- **Primary space
- **Shelf Health (Clean product and shelf, correctly positioned, visible PI label). Shelf layouts as per planogram. Adherence to all merchandising requirements.
- **Secondary Space
- **Correct usage of POS material
- **Reporting
- **Report on Competitor pricing
-
Communication
-
Internal communication:

-
External communication

Customer Relationship Management

  • Maintain and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities.
  • Understand key customers' operations and strategies as well as their requirements and trends.
  • Gather regional market intelligence on national accounts and key regional accounts.
  • Manage and coordinate regional resources in line with customer plans in order to achieve strategic objectives (call planners etc).
  • Ensure the customer service policy is rigidly implemented and maintained.
  • Resolve escalated customer queries and issues professionally and in the best interest of all parties.

Regional Management

  • Lead the regional team towards meeting strategic objectives and targets through regular communication and utilisation of the full organisational talent management tool sets.
  • Manage and deliver on succession plans to enable the development of a future generation of leaders and specialists and ensure optimal turnover and retention levels are maintained.
  • Champion training and development of the team through the utilisation of available training opportunities or by contributing to the development of new training soluti