Retail Development Manager Modderfontein

Title: Retail Development Manager
Department: Sales & Marketing
Region: Based in Modderfontein with National Sales Responsibility
Commencement Date: ASAP
Package: Basic R30 000, Data Allowance R500, Fuel R2 500 + pension + performance-based commission
Additional Incentive: Annual incentives as announced, effective 1 Jan 2025

A well-established coatings and preparation product manufacturer in Modderfontein is looking for the services of a Division Sales Manager to operationally manage and grow the current brand penetration through “big box” and independent hardware retail outlets. The company already has a substantial retail footprint (with product being sold through Massmart, Chamberlain, and independent hardware retailers, etc.), and is looking to grow this business. Strong sales and management ability required. The position requires energy, passion, commitment, and the drive to succeed. The incumbent will assume full responsibility for the operational management and sales volume growth within the division. The division encompasses two sales representatives who have a key sales focus on preparation products; however, they also represent the entire company’s brand and product range and accordingly have access to all company products and can sell into alternate markets.
Key Objectives:

Manage a team of 2 sales representatives.
Grow the customer base.
Grow litres sold.
Grow the market footprint / market penetration.
Grow sales volumes through the retail chains / independent hardware groups and to end users.

Description:

The Division Sales Manager is ultimately and fully responsible for the sales growth and performance of the division. In particular, sales growth of the preparation products. The Division Sales Manager is a specialist in retail penetration, brand development, and sales growth. The Division Sales Manager expands relationships with channel partners, “big box” chains, regional agents, merchandising service providers, and end users. Detailed analysis of data and performance stats (sales and channel stats, shelf space analysis, planograms, dispo’s, rate of sale, fill rates, etc.) is required in order to develop retail penetration and sales growth strategies for implementation. The Division Sales Manager will focus on sales growth. This position is primarily based at Head Office in Modderfontein, with a substantial amount of time being spent in the market, calling on customers and leads. This is a selling sales manager role.

This position IS NOT:

An FMCG / retail rep role.
A role for an FMCG / Retail Rep seeking promotion.

Requirements:

Further education in business management, sales or marketing essential.
Sales and sales management experience essential. Demonstrable sales track record (non-negotiable).
Demonstrable ability to generate and close new business.
Coatings experience beneficial but not essential.
Ability to operate / sell to retailers and industrial/end user environment.
Own dependable transport essential.
Must reside within reasonable proximity (preferably East Rand area (Boksburg, Kemptonpark, Germiston, Alberton areas).
Strong personality, high energy levels and self-driven.
Mature and responsible demeanor.
Fluent in Afrikaans and English.
Strong analytical ability and data analysis skills.
Understanding of retail business (reseller market) beneficial.
Retail penetration strategy development / execution experience beneficial.
“Big box” retail Key Account Management experience essential.
Demonstrable understanding of retail metrics and penetration strategies.
A-Team / best in class profile.
Gravitas.
Ability to work independently and as a team player.
High degree of professionalism and conduct at all times.
Strong interpersonal skills (time management, assertiveness, and conflict resolution).
Figure and admin orientated,
Organized, thorough with the ability to work under pressure and meet deadlines.
Sales and profit driven, and an effective cost containment manager.

Duties and Responsibilities:

Grow division sales and the brand, through detailed analysis, understanding of the data, strategy, and corrective action plan development and execution.
Assumes full responsibility for managing the division sales team.
Active selling in own capacity as required.
Assume full responsibility for meeting and exceeding division sales budgets.
Assumes full responsibility for the understanding of all key channel performance stats (rate of sale, dispos, fill rates), key channel performance metrics, and operational requirements, in order to improve sales performance therein (penetration, range, and volume).
Assumes full responsibility for ongoing detailed analysis of each key channel/chain and proposes and implements corrective actions.
Constantly track, analyze, and manage the overall performance of retail channels to identify opportunities or negative trading trends. Review, analyze, propose, and implement corrective actions.
Assumes full responsibility for the performance and management of all regional agents and service providers (e.g. SMS).
The Division Sales Manager assumes full responsibility for proactive chain/channel contract renewals and price increase communication and implementation.
Acts as “Brand Ambassador” for the brand, periodically reviewing brand performance, market penetration, proposing corrective actions, and penetration improvement initiatives. Also assumes responsibility for periodic website information accuracy reviews.
Detailed competitor (product and strategy) analysis in order to develop competitor offset and sales growth strategies.
Maximize product, line, and channel penetration and sales to retailers.
Propose marketing and promotional initiatives in order to ensure targeted growth of the brand and products through the retail market/targeted channels.
Implement national and regional sales programs by developing channel-specific action plans.
Identify new penetration and distribution opportunities and increase the number and breadth of active accounts, and brand footprint.
Grows division sales while ensuring the retention of budgeted GP objectives, by keeping current with supply and demand, changing trends, economic indicators, and competitors.
Builds and maintains professional relationships with key chain / retail group staff (planners, buyers, etc.).
Regular meetings and feedback to/from chain head offices with regards to stock holding, sales performance, issues, etc.
Assist in the initiation, control rollout, and measurement of promotional campaigns across all channels in order to maximize revenue and volume.
Propose product innovation concepts and provide marketing input.
Responsible for the identification of gaps and opportunities for new product/line listings.
Responsible for proposing and presenting new listing opportunities in order to grow the business.
Assist in the development and delivery of specific product knowledge and technical training.
Manage channel and chain stock levels ensuring optimum stock holding, maximum shelf space, product exposure, effective merchandising, and stock rotation, etc.
Ensure that company products are afforded maximum and optimum shelf positions (ensure the maximum number of facings and percentage share of shelf space).
Prevent competitor products from encroaching on shelf space and sales.
Periodic inspection of merchandising, the condition of products, POS material, and displays.
Negotiate preferential rates and marketing support with large chains (e.g. free broadsheet exposure, discounted gondola end opportunities, etc.).
Provide support, guidance, and training to service providers, regional agents, and merchandisers.
Ensure that all tasks and activities are carried out effectively and efficiently, with a sense of urgency, attention to detail, and professionalism.
Ensure that deadlines are met.
Take ownership of identified problems/issues ensuring that identified problems are effectively resolved and closed-off (“not passing the buck”).
Liaise and work with the Channel Manager on any RDC, chain delivery-related issue, aged stock returns, etc., so as to ensure speedy action and efficient operation thereof.

Job Titles Reporting to this Position: Channel Manager & Technical Sales Representative
This position reports to: CEO
Why TRASA?

Innovative Environment: Be at the forefront of retail transformation.
Leadership Opportunities: Take charge and lead a talented team.
Career Growth: Unlock your potential and achieve remarkable milestones.
Impactful Work: Make a difference in the retail industry.

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