Divisional Sales Manager: Kzn

2 weeks ago

Durban, South Africa Diageo Full time

Job Description:
DIVISIONAL SALES MANAGER

Purpose of the Role:
Maximises sales potential and profitability through the development and implementation of the sales execution plan across all channels in the allocated Region. Recruit, lead, develop and coach the regional sales team (In-sourced and Out-sourced) to execute commercial activities through the Diageo Portfolio of brands. Build strong customer relationships across the region/channels and make DSA the number one supplier of choice.

Top Accountabilities:

- Lead the commercial strategy for the region, leading the direct sales team, the third-party sales team and relevant cross-functional teams.
- Full ownership of trade universe optimisation through management of territory resources and ensure fit for market for the regional sales team.
- Deliver the Divisional Off-Trade, On-Trade and Main Market Plans (Financials; Share of Market; Net Revenue Management).
- Track and own regional outcomes i.e., Direct KPI, scorecard & Performance Management of internal and 3rd party sales teams by implementing short-term corrective action plans.
- Actively contribute to the overall strategy and decision-making process.
- Motivate the sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive regional trade relationships at senior customer level.
- Contribute to shopper, category and competitor insights, resulting in powerful and breakthrough strategies that deliver effective results at Point of Purchase.
- Develop and Lead Monthly Regional Plans informed by the Channel Strategies and influenced by the regional nuances.
- Identify Hotspots in the Key TBA Cities, develop a consumption plan, engage key stakeholders, and implement a fully funded plan.
- Achieve predetermined sales volume and market share targets.
- Use data and market related information to analyze market and identify opportunities - competitor activity/footprint, route to market strategies, credit offerings, sales and marketing activities based on the six commercial levers (Sales Service, Distribution, Credit, Relationship, Trade Marketing and Brand Marketing).
- Is accountable to align Budget to achieve regional performance targets and support RTM Sales Managers with volume push and pull.
- Ensure highest levels of customer service and build regional relationships with Customer Regional Ops & Planning leadership.
- Lead capability building amongst teams and individuals through trainings, coaching and support and become the Sales Capability Lead for the region.
- Build culture by leading and directing all engagement activities to ensure high levels of morale and inclusivity (Engagement Scores).
- Develop strong relationships with key redistributors, main market, off trade and on trade customers through the House Call Strategy and Structured DSM Call Schedules.
- Present Quarterly Regional Business Reviews to MD and Commercial Director as per agreed deliverables and market assessment opportunities.

Key

**Responsibilities**:
Sales and growth in market share are increased through targeted sales activities

Contribute and implement the sales strategy
- Forward share agreement formulated and executed.
- Additional forward share opportunities identified and implemented.
- Product availability/ distribution targets implemented.
- Merchandising standards are maintained.
- Floor displays are as per agreements.

Implement Sale Plan
- Plans are reviewed and adjusted depending on the market environment.
- Pricing is managed as per DSA’s Pricing strategies.
- Promotions implemented.
- Targets are met by sales staff according to the weekly plan.
- Calling cycles and display list updated on a weekly basis.
- Sales targets and distribution coverage is achieved.
- Increased sales volumes negotiated within allocated area or market channel.
- Market share increased in line with company strategy.
- Gross margins maintained through the management of deals and discounts.
- Business plans with customers implemented.
- Plans implemented within agreed budget parameters.
- Customer queries and problems resolved.

Manage re-distributors
- Monthly plans submitted and implemented according to agreed time-lines.
- Monthly plans include distributional, promotional and sales targets.
- Promotional cycles managed.
- Sales, distribution and pricing data shared.

Monitor sales performance
- Effective sales meetings with agendas and deliverables conducted.
- Plans are reviewed and adjusted depending on the market environment.
- Sales rep targets are set and met.

Productive relationships with internal and external stakeholders maintained

Develop a collaborative relationship with Trade Marketing Manager
- Effective trade marketing plans per channel and key customer implemented.
- Right quantities of POS available.
- Provide merchandising and signage support.
- Promotions targeted effectively.
- Trade marketing plans delivered according to agreed deadlines and in line with brand strategies

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