Sales Effectiveness Specialist

2 months ago

Johannesburg, Gauteng, South Africa Danone Full time
About the Job

Job Summary

We are seeking a highly motivated and experienced Field Sales Execution Manager to join our team at Danone. As a key member of our sales team, you will be responsible for driving sales growth and volume objectives in allocated areas, while maintaining strong relationships with customers, service providers, and fellow team members.

Key Responsibilities
  • 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 authorizing 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 handled at all times
    • 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 minimize the level of returns
    • Get the relevant authorization to move expired stock
    • Analyze 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
    Requirements
    • Academic and Trade Qualifications
      • Matric
      • Marketing or Business-related qualification will be beneficial
    • Work Experience and Skills
      • 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
    • Personal Characteristics and Behavioral
      • Action-oriented
      • Goal-oriented
      • Team player
      • Approachable
      • Excellent interpersonal skills
      • Potential to develop into a more senior role
      • Ability to work independently
      • Self-motivated
      • Trustworthy

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