Field Sales Execution Manager

2 weeks ago

Bryanston, South Africa Danone Full time

About the job
To achieve sales targets in allocated areas, while maintaining strong relationships with fellow team members, service providers and all customers. This role will also drive in-store execution activities that achieve sales growth targets, while managing merchandising execution through merchandisers for defined customers and territories.

KEY AREAS OF RESPONSIBILITY

Planning for Sales Effectiveness:

- Identify store objectives to achieve sales growth and volume objectives
- Investigate and integrate consumer, shopper, customer and channel insights to identify growth opportunities and propose action plans to influence shopper behavior
- Compile an area business plan that is agreed with the Regional Manager and understood by the merchandisers and customers
- Contribute to both the brand Image and customer service orientation in the outlets
- Understand the category health and nutrition benefits, and brand attributes to enable effective in-store execution

Sales Execution:

- Negotiate the implementation of the Danone objectives with customers, giving recommendations for increasing sales
- Use basic selling skills to reach a commercial agreement with customers
- Manage the outlet order processes by checking stock and stock control figures, negotiating the suggested order with the customer, and authorise volumes
- Execute action plans in each outlet for sales growth
- Ensure volume targets are achieved
- Effectively implement in-store Point Of Sales objectives
- Manage merchandising standards to merchandisers and ensuring that merchandisers files are updated, and merchandiser order cards are completed
- Manage the back-up storage facilities to ensure that stock is properly always handled
- Put plans in place to rectify any deviations from Danone sales and merchandising standards
- Achieve sales and market share targets for the predefined area of customers within a specific geographic area

Policies and Process:

- Adhere to all Danone policies and procedures at all times
- Adhere to the Work in Safe Environment (WISE) Policy at all times
- Conduct relevant safety training with in-store merchandisers
- Ensure compliance to personal protective equipment (PPE) at all times
- Be responsible for the proper usage and management of tools and technology

Controls:

- Manage in-store returns by adhering to the returns policies and procedures, reporting all returns, checking the returns book, and conducting maintenance on the returns book; ensuring that returns do not exceed the targeted percentage
- Effectively manage close-to-expiry stock to minimise the level of returns
- Get the relevant authorization to move expired stock
- Analyse KPI’s and continuously close the gaps between results and objectives

Relationship Building:

- Manage store issues independently by ensuring positive working relationships with customers
- Manage the Field Sales Force and merchandising staff to maintain positive relations with customers
- Maintain the lines of communication with the Sales Strategy and Planning Department

. Administration:

- Prepare call plans for complex calls
- Complete sales administration such as preparing relevant reports and conducting surveys

About you

ACADEMIC AND TRADE QUALIFICATIONS:

- Matric
- Marketing or Business-related qualification will be beneficial
- 3 Years Sales Experience
- Sound understanding of the FMCG industry, with dairy focus being an advantage
- Previous experience in a customer and/or consumer focused role
- Commercial acumen
- Proven negotiation skills

About us

We offer a job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoner’s potential and when we build careers based on these superpowers and when we develop everyone’s potential to the fullest magic happens. This is how we like to see Talent Management in Danone.

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