Regional Commercial Manager

3 months ago

Johannesburg, South Africa Performer Recruitment and Consulting Full time

Introduction

Our Client, a global consumer products company based in Bryanston is seeking an Regional Commercial Manager to join their team.The Regional Commercial Manager is responsible for the overall commercial results within their designated region. This role involves driving key performance indicators (KPIs) through strategic salesforce management, market understanding, and effective P&L management within distributorships. The Regional Commercial Manager collaborates with service areas to ensure the company’s financial and commercial objectives are met.

Key Objectives:

  • Achieve profitable, measurable, and sustained growth in sales, productivity, recruitment, and retention.
  • Align regional performance with strategic and operating plans.

Duties & Responsibilities

  1. Annual Business Plan Achievement:

    • Monitor Distributor performance to achieve sales goals.
    • Set and manage performance standards for the region.
    • Conduct quarterly business reviews with Distributors.
    • Implement training initiatives to drive retention within the Distributor business.
    • Lead with clear quarterly sales KPIs and drive leadership development.

  2. Geographical Penetration:

    • Map and penetrate top 100 suburbs in each Distributor geography.
    • Develop and execute geographical entry plans through Distributors.
    • Ensure Distributors are field-focused, with at least 7 days per month in trade.

  3. Distributor Performance Management:

    • Review Distributor KPIs monthly and provide corrective action and support.
    • Conduct top-to-top meetings with Distributors and senior management.
    • Manage business metrics in collaboration with global teams.

  4. Cost and Profitability Management:

    • Deliver profitable Distributors with monthly P&L reviews.
    • Ensure effective inventory management to avoid overstocking.
    • Drive a culture of no bad debt.

  5. Distributor Succession and Changeovers:

    • Coach and lead Distributors to become effective commercial leaders.
    • Drive a strong succession program with solid backfill candidates.
    • Manage and deliver efficient changeovers with strong Salesforce engagement.

  6. Administrative and Ad-hoc Duties:

    • Track achievers of company trips and implement corrective actions as needed.
    • Collaborate with internal teams to deliver exciting Salesforce trips and events.
    • Ensure optimal management of defectives and incentives at Distributors.

  7. Inspirational Leadership:

    • Cultivate a culture of continuous improvement across all levels.
    • Demonstrate cross-functional collaboration with internal teams.

Desired Experience & Qualification

  • Bachelor’s degree in Business Administration or related field is preferred.
  • Minimum Grade 12 education.
  • At least 5 years of experience in retail/direct sales management.
  • Minimum of 2 years in relationship selling.
  • Strong understanding of the Direct Sales industry, customer needs, and competition.
  • Strong analytical skills with a data-driven decision-making approach.
  • Strong collaboration and communication skills.
  • Customer-service orientation and the ability to lead and motivate teams.
  • Valid driver’s license.
  • Willingness to travel

Package & Remuneration

Market Related with benefits

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