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National Sales Manager- Retail
4 months ago
NATIONAL MANAGER - RETAIL (CONSUMER)
Reporting to - Head: Sales and Operations
Job Purpose
To devise and drive strategies for driving sales growth across the Retail business,
including identifying new business opportunities and managing customer relationships
and objectives in order to contribute to the achievement and delivery of strategic
organisational objectives. This includes leading and directing the Retail Key Accounts
Team and acting as a key contact for large retail customer accounts i.e.
Shoprite/Checkers, Pick ‘n Pay, Spar etc.
Required Learning
- **Relevant degree**:
- **Minimum 10 years’ experience in an FMCG / Retail / Trade Marketing/**
Operations environment with a proven track record of key account
management at a senior level.
- **Strong relationships with key customers and stakeholders, especially large**
**SA retailers i.e. Shoprite/Checkers, Spar, PnP etc.**
- **At least 3 years managing teams.**:
- **Solid exposure within healthcare, personal care and/or home care is**
**preferable.**
- Strong negotiation skills.
Key Job Outputs
- Customer engagement and management
- Actively build, maintain and grow strong relationships with Customers and
relevant departments and internal stakeholders to encourage sales and
customer loyalty.
- Ensure comprehensive understanding of customer strategic objectives
through interaction with relevant stakeholders.
- Engage NKAMS with regards to customer plans and interrogate previous
plans and performance against agreed plans, ensuring comprehensive
understanding and alignment to customer strategic objectives
- Attend regular meetings to update management, review plans and optimise
processes including third parties
- Manage effective flow of information.
- New Business Development
- Negotiating price increases, trading terms and product deals with customers
and ensuring successful implementation and profitability/return on
investment.
- **Source new business opportunities in line with operational capabilities.**:
- Grow current business and manage cross selling opportunities.
- **Be aware and have a sound understanding of competitor analysis and**
**distribution.**
- Achievement of profitability, sustainability and financial targets
- Compile forecasts and budgets and present to the Sales Head for sign-off.
- Implement, monitor and manage budgets, providing regular reports the Sales
Head.
- Timeously identify variances in budgets and formulate action plans to
address based on history of accounts.
- Implementation and optimisation of business strategies and plans
- Regularly analyse relevant data and conduct gap analyses to determine
delivery of strategies and plans.
- Act as interface between customer needs, retail KAM needs and Operations,
ensuring effective communication at all times.
- Develop and implement measures to address problems/gaps.
- Ensure continual focus on improved delivery/customer relationships.
- Ensure compliance of the Retail KAM team to instituted processes and
procedures.
- Leadership and team management
- Through effective inspirational and practical leadership, facilitate the
creation of accountable, full-service teams who understand and strive to
meet the needs of all customer, customer and group objectives.
- Create and encourage a high performance culture focusing on delivery of
objectives.
- Take full responsibility for performance of all direct reports, motivating and
managing them in relation to quality standards and agreed benchmarks and
objectives, focusing on all aspects of sound people management, such as:
- Performance Management
- Career path planning
- On-the-job training, coaching & mentoring.
Core Competencies
- Communication Skills
- Decisiveness and Action Orientation
- Drive to succeed
- Planning & organising
- Supportive orientation
- Leading and developing people
- Project Management Skills
- Strategic Thinking and Planning
- Cross Functional Capability
- Stakeholder engagement
**Education**:
- Diploma (preferred)
**Experience**:
- Sales: 10 years (preferred)
Application Deadline: 2024/04/16
