Regional Sales Manager Ola Kzn

Regional Sales Manager KZN - travel required

MAIN JOB PURPOSE:
The Regional Sales Manager for OLA is responsible for the development and execution of the customer business plan; as well as landing the customer and pricing strategy, achievement of turnover and the P&L of Ice Cream customers.

Increasing OLA brand market share through strong trade relationships, ensuring qualitative trade brand presence - all by introducing innovations within set timeframes ensuring maximum visibility and immediate action on out of stock.

JOB SUMMARY- Customer Facing- Landing correct recommended sales prices for ongoing and promotional deals- Landing promotions and deal changes- Optimizing promotional grids by evaluation and driving share-winning packs- Execute category volume drives with the relevant internal and external channels- Drive the correct product mix portfolio for specific regions and clusters- Focus on landing the correct mandates (pricing, innovation & execution activities etc.)- Launch successful innovations by understanding the customer story, driving speed to shelf and highlighting benefits- Close customer deals by negotiating promo terms, trade funding and counter parts according to the category strategy- Monitor customer performance by tracking customer contribution and market share for major categories- Work with the Unilever field sales team to drive instore activities- Pre-planning and pre-evaluating investment decisions to deliver positive return on investments- Analyze & discuss trade visit scorecards with Operations Manager and CCN- Drive and manage CCN regarding:
- Stock, Sales Reviews, Marketing Initiatives, SHE requirements, Cabinet Team Support, Quality issues, Incentive Compliance-
- Manage Route to Market (RTM) and call efficiencies-
- Report quality issues in trade to Operations Manager- Distribution and execution of new Point of Sale by using RTM- Represent Ola during activation events- Support the Cabinet team:
- manage and follow up ad hoc issues with the cabinet team i.e., request for new cabinets-
- Conduct a monthly (or cyclical) Sales and Business Review with Concessionaires:
- consolidate and present sales performance:- target VS previous year,
- Trade visit feedback,
- Promotional activity plans
- Cabinet operations.-
- Attend relevant monthly (or cyclical) UFS meetings- Consolidate and present:- Sales Review per store, Damage issues addressed, new launches, Ice Cream training, distribution analysis-
- Prepare Trade Contact reports and send to CCN and your Operations Manager- Identifying new business opportunities- Identify new regional channel opportunities in liaison with CCN and the customer marketing team i.e. resorts, new accounts- Identify new branding opportunities (these are permanent and exclusive) in liaison with CCN and the customer marketing team- Identify new eventing opportunities (these are once off deals) in liaison with CCN and the customer marketing team- Identify new vending opportunities (these are permanent) in liaison with CCN and the customer marketing team- Identify and report any competitor activities and discrepancies (i.e. price increases), new trends to the Operations Manager and category managers- Ensure that all customer queries / complaints/ issues are dealt with effectively and efficiently as per the Unilever target of Customer Service excellence- Actively participate within account management meetings- Manage the profit and loss for the OLA category- Customer demand forecasting- Budget management- CCN new rep training- Weekly trade visits

KEY REQUIREMENTS- A willingness to travel- Bachelors / B-Tech Degree- 2-3 years’ experience in driving negotiations through Key Account Management within the FMCG industry (ideally Out of Home)- 2-3 years’ experience in delivering results through strategic 3rd party RTM with warehousing, distribution and sales- Skills:
- An understanding of Sales principles in Modern trade will be beneficial- Understanding of in-store activity- Pricing strategies- Management of category specific profit and loss