Regional Sales Manager

2 weeks ago

Durban, South Africa Rich Products Corporation Africa Full time

Reporting to the National Sales and Key Accounts Manager, the successful incumbent will provide leadership and sales strategy to continuously grow Sales in the Region.

Regional Strategy Formulation and Implementation:

- Formulate short and long-term regional strategies to deliver sustainable, profitable growth, consistent with the company’s strategic plans.
- Participate in the S&OP product forecast process to drive improved forecast accuracy.
- Work collaboratively across cross-functional teams to align demand and supply across the company.
- Evaluate and monitor competitors and their activities and formulate proactive responses when required.
- Ensure the development and achievement of strategic and operational targets.
- Develop and monitor annual Customer Business Plans.
- Manage and penetrate key accounts at Regional level, develop relationships that enable the achievement of Regional Customer Business Plans.

Account-and Customer Relationship Management:

- To have direct contact with all key customers in KwaZulu Natal, whether National or Regional Accounts
- Negotiate programs with Regional Account customers.
- To conduct quarterly reviews with all KwaZulu Natal based key customers.
- Ensure that customers have up to date knowledge of new products, market trends and performance statistics.
- Develop and maintain a strong working relationship with key opinion leaders in the market to form future planning and sales focus.

Operational Management and Divisional Leadership
- Provide leadership and sales strategy to continuously grow the sales region and achieve annual Sales Plans.
- Represent cross functional teams.
- Co-ordinate across segments and ensure adequate resource allocation across all segments.
- Develop associates in business acumen and people management
- Responsible for all Sales Force Effectiveness interaction and planning
- Represent all Channel segments at industry events and associations - Foodservice, Industrial and National Accounts.
- Formulate and implement a sales strategy that reflects regional sales goals, objectives and capabilities consistent with the Company’s strategic long-term plan.
- Conduct strategic and forward planning for the sales division to ensure constant competitive advantage
- Lead and develop staff within the context of the Labour Relations Act, Basic Conditions of Employments Act and the Skills Development Act.
- Monitor staff performance and give regular feedback - weekly and/or monthly.
- Accountable for the development and performance monitoring and review of all direct reports’ performance and development plan.
- Accountable for motivating, mentoring and guiding direct reports.
- Lead, plan, monitor and provide guidance to the sales team to ensure achievement of the monthly and annual sales plans. Monitor this on a weekly and/or monthly basis.
- Quarterly analysis of sales performances by Sales Associate, by Category and by Customer.
- Draft Strategic Plans to close gaps and follow-up with regular monitoring to ensure strong execution.

Managing of Warehouse and Distribution Partners
- Accountable for stock management in all depots.
- Ensure close monitoring of stock holding in order to balance supply to demand and minimize risk of dated stock.
- Ensure that basic warehouse principles are implemented i.e., stock rotation.
- Plan and manage quarterly stock counts in all depots.

Applicants must meet the following criteria:

- Minimum 8 years’ experience in Sales Management and Key Accounts functions that includes managing complex and/or significant customer relationships, Key National Accounts and Sales Operations.
- Minimum 3 years’ experience in Bakery/Deli channel advantageous
- Demonstrated successful relationships with key Customers resulting in profitable opportunities
- Bachelor’s degree in Business Management, MBA preferred
- Excellent communication skills
- Proven track record in managing large teams
- Excellent negotiation and presentation skills
- Solid understanding of Customer Focus

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