Sales Representative

3 weeks ago

Durban, South Africa O'Brien Recruitment Full time

**General Description of the Role**
- The Sales Executive position is a key role in the local commercial team and will be
responsible for managing and influencing key performance indicators and driving volume and market
share through the sales force
- The Off/On Trade Sales Executive is responsible for planning & executing the brand objectives in
the retail/off-trade outlets
- Ensuring that Commercial & Brand objectives for the off-premise channel, brand and customer
KPI& are delivered (including Sales, Profitability, and Market Share)

**Reporting to the Teams Manager Inland Off Con, you will be responsible for the following**:

- Track outlet level inventory & plan re-order of stocks as per inventory at outlets and monthly sales opportunity.
- Ensure that products are stocked and displayed according to approved planograms on unpaid shelves & paid elements (wall bays, gondola, shelf in shelf)
- Plan visibility elements & build displays in-store as per the annual plan
- Ensure products are priced and ticketed correctly
- Provide various merchandising services to various customers
- Planning and execution of in-store/outlet with communication via on-floor posters and outlet database messages as per state laws
- Adhoc administration duties when required
- Build relations with key persons & counter salesmen, plan incentives

**Trade Management**
- Identify and implement new business opportunities
- Optimized customer services
- Formulation of account reviews and plans
- Manage and maintain assets
- Plan, execute and attend promotions and activations
- Monitor competitor trends
- Grow menu listings percentages of the brand portfolio
- Build and maintain customer relationships
- Increase the brands’ visibility in venues and outlets as per the guidelines
- Anticipate customer needs and develop solutions to meet those needs
- Brief and train promoters on the brand guidelines
- Monitor sales and depletions for the on-trade and off-trade markets

**Key Performance Indicators**
- Customer database built & maintained
- Call schedules developed & maintained
- Daily/weekly/monthly planning
- Market potential opportunities identified, prioritized, actioned & tracked (Volume targets / Market Share / In-trade execution)
- Promotions, Campaigns, & POSM planned, deployed & tracked
- Key Customers are seen as per call schedules
- Call execution & order objectives met
- Additional opportunities were identified and appropriate action was taken
- Competitor activities monitored and actioned against
- Customer negotiations are conducted as required.
- Information systems/tools fully utilized, Sales Force Automation
- Authenticity and currency of information maintained
- Information security is maintained in accordance with Company's Information Protection Policy.
- KPI progress maintained.
- Expenditure controlled within budget.
- Reports generated, analyzed, actioned & tracked.

**What we are looking for**:

- Self-starter
- Liquor Industry experience of 4 - 6 yrs
- Ability to network and build relationships
- Previous merchandising &/or retail experience
- Knowledge of the retail activation planning/ management/ operation
- High attention to detail
- Excellent time management skills
- Basic to intermediate MS Office (word, Excel, Outlook and PowerPoint)
- Ability to work varied hours
- Knowledge of the Liquor industry and regulatory environment, and communication guidelines

**Skills, Experience and Education**

**Knowledge**:

- Sales/Marketing principles and practices
- Tailored sales procedure principles
- Manage execution standards
- Knowledge of the liquor industry, particularly On-Trade and Off-Trade

**Attributes**:

- Able to build positive relationships
- Ability to plan, negotiate, and execute pouring contracts
- Team player who can work independently
- Presentation Skills
- Self-Management Skills
- Assertiveness
- Attention to details
- High energy levels and drive
- The ability to deliver results, overcome difficulties, anticipate the future of the business/work and drive change
- The ability to find, implement and disseminate a culture of innovative solutions
- The ability to put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones
- The ability to take effective decisions balancing market, products, financial and organizational issues
- Travel: 80%

**Qualification & Experience**:

- Matric and completed 3-year sales/marketing qualification would be advantageous
- 3 years of relevant FMCG experience in sales and marketing
- An experienced driver with a Code 08
- Experience and knowledge of Formal On and Off

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