Channel Sales Manager

Found in: Talent ZA 2A C2 - 3 weeks ago

Johannesburg, South Africa Rory Mackie & Associates Full time

Our client is a well-established importer and distributor of home appliances, personal care appliances, photographic equipment (cameras and lenses), device memory and storage. 

Responsibilities:

Responsible for sales within the photographic and optics (cameras and lenses) channel to all related retail stores.

  • To grow the South African market in sales and profit aligned to the company’s commercial strategy agreed with their distributor in South Africa
  • To develop and position the company’s brands across these markets as differentiated, technology led brands:
    • To grow market share, sales and profits sustainably, across the photographic and optics channels
    • To leverage full retail potential for all product categories
    • Manage all sales aspects of the company’s relations with their South African Distributors
    • To lead retail commercial terms and negotiation, forecasting, execution plan and training teams, to drive sales performance in all channels and all markets
    • Responsible for Product Sell into major networks
    • Increase attachment rates within the photographic and optics space
    • Creating and implementing sell out strategies in the retail environment
    • Managing photographic and optics budgets
    • Forecasting

Main accountabilities and supporting activities:

Deliver sales results and profitability:

  • Elaborate the distributor forecast in detail of sell in by week and by store with activity plan
  • Drive effective channel strategy execution and range implementation with distributors to maximise and optimise the company’s profitably in line with market goals
  • Work with the Marketing, Retail, Online and Finance Teams to execute integrated Masterplan for the emerging markets
  • Responsible for delivering monthly sales volumes and profitability
  • Train and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store – driving best practise across the region
  • Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results

Distributor Partnership and engagement in new markets:

  • Assess current distributor network and/or scope new partners
  • Execute playbook of geographical expansion in all phases
  • Lead complex negotiations with retailers around commercial terms
  • Manage multi-channel Profit and Loss
  • Develop Category Management plan by channel for each distributor
  • Lead top to top meeting and quarterly business review
  • Track monthly internal and external profitability with finance (Distributor Profit and Loss vs Company’s Profit and Loss)

Company’s Brand awareness and communication plan

  • Develop the brand building investment plan together with Marketing and Sales teams
  • Analyse the consumer insights and market data to take in considerations consumer behaviour in building the plan
  • Forecast market share and market value
  • Define target for category and penetration to be reached in 5 years
  • Drive the conversation around the company’s plan with distributors and local stakeholders to be integrated within their plan

Line Management of the Sales team in the distributor:

  • Manage and develop the distributors sales team to ensure capacity and capability to deliver the company ambition
  • Lead the controlled retail with 3rd party, by defining demonstrators KPI’s for performance and measure weekly

Legal Compliance:

  • Ensure contracts and legal agreements are in place and compliant to internal legal guidelines
  • Ensure compliance with competition and bribery guidelines

Other duties, as required:

  • Relish the opportunity to pick up new activities that fall broadly in the purpose of the role
  • Fix things that you can see need fixing
  • Identify problems and find solutions

Qualifications and Experience required:

  • 5+ years of sales experience, preferably with distributors and 3rd party retailers (photo and optics being a distinct advantage)
  • Past work experience with full accountability to sales forecast and negotiation
  • Have a track record in working on a complex project with multiple stakeholders and stretching goals
  • Track record of leading a key account with high performance objectives
  • Experience in managing a small team and/or training

Skills and Competencies required:

  • Excellent organisational and planning ability
  • Strong Project management skills
  • Excellent analytical skills
  • Excellent communication skills
  • Presentation skills – able to communicate confidently at all levels of the organisation and with external senior stakeholders
  • Ability to work in a fast paced and challenging environment
  • Team player - leading by example
  • Adaptable/flexible – able to multi task
  • Approachable
  • Organised
  • Strong communicator
  • Willingness to travel in the market
  • Strong motivatiion
  • Passionate about the company’s technology

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