Sales Rep

7 months ago

Nelspruit, South Africa ESM-Effective Sales and Merchandising Full time

**Job Title**: Sales Rep

**Department**: Sales Department

**Reports to**: Field Sales Manager

**Description of job purpose**:
Achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling ESM’s principals’ products.

**Core Functions**:

- Personally contacts and secures new business accounts/customers.
- Promotes / sells / secures orders from existing and prospective customers through a relationship
- based approach.
- Introduce new products and services to existing/potential customers and assists them in selecting the products best suited to their needs. (Type of Store vs, Type of product LSM)
- To ensure that all purchase orders, signed for at buying groups, are correctly priced and all prices quoted at independent customers are as per your mandate.
- Control and managing of in-store merchandisers to effectively meet the merchandising standards set by each individual principal that ESM represents.
- Reps are to do a floor walk with the store merchandiser on every call.
- Strive to achieve incremental forward share at home shelf.
- Ensure that all relevant information is communicated to sales support on all orders (identify if the store is part of a buying group / independent, once off deals approved by the principal / ESM management and if special delivery dates are required)
- All communication must be precise and in detail.
- Increase sales and distribution of new and existing products.
- Achieving sales targets.
- Lead by example.
- Performs sales activities on major accounts and negotiates sales price and discounts in consultation with relevant FSM.
- Take total responsibility for the functions of distribution, merchandising, administration, communications, training and operations within assigned area.
- Conduct weekly trade visits and meetings with FSM.

Manage stock rotation with your stores & merchandisers

**Details of function**:
Establishes, develops and maintains business relationships with current customers and prospective customers in the assigned territory, to generate new business for ESM principals
- Continually build relationships, negotiate and win the confidence and commitment of the client.
- Following up on orders from the day they are placed through to delivery and ensuring that all products are correctly priced and merchandised.
- Ensure that orders are mailed through to sales support throughout the day in order for NDD’s to be maintained. (Do not mail all your orders through after hours as we want a continuous flow of orders throughout the working day)
- Following up on all outstanding deliveries directly with the principal.
- Ensure that sales forecasts are sent to your manager for the month ahead - the deadline is the 1st of the targeted month.

oForecasts are to include reasons for shortfall as well as what assistance is needed to achieve the target, by principal.
- Weekly plan to be sent to your direct sales manager.
- Daily pre call planning - which products to sell to which customers that are to be called on. Remember if you fail to plan, you plan to fail.
- Effective management of all concerns raised by customers.
- Analysis of the territory/market’s potential and determines the value of existing and prospective customers’ value to ESM. Feedback on any competitor activity.
- Provide your FSM with daily feedback regarding your sales performance and challenges encountered.
- Participates in trade shows when required.
- Securing and maintaining of in store displays.
- Ensuring that there is sufficient in-store stock pressure to maintain shelves, displays and snake isles.
- Manage returns / damages along with the help of you merchandiser.
- Report all stock that has at least a minimum of, to management in order for action to be taken. (stock that has already expired will be for the reps account)
- Ensure that any short dated stock is marked down 4 months prior to expiry by following the ESM SMA process.
- Photos of all your displays, dump bins and shelves are to be uploaded onto scarecrow (into the correct album) as well as to the correct WhatsApp group.
- Identify strategic opportunities and drive sales to meet and exceed sales targets within assigned outlets
- Take ownership for the resolution of escalated issues. See problems through from beginning to end.
- Compile and implement a promotional activity plan per store when required to promote sales.
- Provide feedback and reporting on results of promotional activities within the direct channel
- When applicable, discipline merchandisers in line with the ESM Code of Conduct.
- Conduct in store business reviews with store buyers, merchandiser and principals
- Collaborates with your FSM to develop sales strategies - how to sell what to which customer & in what manner.
- Checking and managing rep expenses(Petrol and Phone Log checks where necessary)
- Hold regular meeting with merchandising staff at store level.
- Provides quarterly resul

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