Commercial Field Manager

3 weeks ago


Johannesburg, South Africa L'Oreal Full time

**KEY JOB ACCOUNTABILITIES**:

- Under the Division Commercial Director authority, build the field force action plan to implement the Division strategy (according to commercial and brand strategy).
- Pilot their performances and their KPIs on sell in and sell out drivers.
- Set field team individual qualitative and quantitative objectives (turnover, launches, assortment, space and visibility, training, incentives, promotional animations, etc.) according to the region, channel.
- Allow an efficient communication flow between the different stakeholder (Field / headquarter, retailer’s regional HQ and stores).
- Define the field organization with the commercial director. Recruit, coach and animate his team and foster with his regional sales managers a culture team of instore excellence. Build and leverage field team bonus scheme.
- Secure that the strategies of partner functions and all national and regional agreements with retailers are in place to monitor efficiently the growth drivers / prepare the appropriate incentive plan which will motivate his team / achieve the results.

**PROFESSIONAL & TECHNICAL COMPETENCIES**:
**MASTERS COMMERCE FUNDAMENTALS**
- Activates Business Drivers
- Pursues turnover and profit optimization
- Stays up-to-date with market, consumers & competitors
- Builds on categories Shopper insight

**DEVELOPS CUSTOMER CENTRIC BUSINESS**
- Collects and connects comprehensive knowledge about the retailer/prescriber/Salon
- Influences the retailer/prescriber/Salon
- Builds retailers development plans
- Manages intermediate agent relationships
- Adapts brand distribution strategy
- Collaborates across functions

**BUILDS SELLING PROPOSITION & NEGOTIATE**
- Builds Selling story
- Sets negotiation priorities
- Conducts Win-Win negotiation
- Ensures compliance

**MONITORS SELL IN & SELL OUT EXCELLENCE**
- Forecasts business with accuracy
- Drives Point of Sales field execution
- Follows-up & controls
- Masters brand selling scenarios
- Manages BA/DA staffing & relationship
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