Retail Development Manager

**Job Description - RDM Drugstores**

**Position**: Retail Development Manager - Drugstores

**Department** : Sales

**Reporting to** : Regional Sales Manager

**Location ** : Johannesburg

**Purpose of the Role**:
Achieve sales targets through the management and development of accounts and generic store staff thereby creating strong advocacy among generic consultants towards our company, our products and you, enabling PCG to be the ‘go to’ brands when product recommendations are made.

It is the responsibility of the Retail Development Manager: Drugstores, to run a defined business portfolio in their designated region. The scope would include Drug store retail and inventory systems management, ‘’sell in and sell through focus’’ and financial management of the portfolio. The Retail Development Manager: Drugstores, is required, through entrenching the Company values by example, to maintain positive sales growths; and manage costs and expenses within their designated region.

Furthermore, the Retail Development Manager: Drugstores is to ensure that the presentation and maintenance of our products and displays are to Brand required standards and displays are fully functional, demonstrable, and clean, enabling a consistent, powerful customer experience to occur.

**KEY RESPONSIBILITIES**

**ACHIEVE REGIONAL SALES TARGETS**
- Achieve positive sales growths monthly and annually based on annual set targets (sales), through the development and driving of “sell in and sell out” strategies in a specific region and per door
- Services existing and new accounts, obtain orders where relevant
- Monitor competitor activity and plan the appropriate response. This includes knowing Fragrance Brands rankings and growths against competitor brands in store.
- Execute successful in store promotions, working with in store management and Regional Managers to optimize business. Ensure timely setup of all launches and retailer specific promotions.
- Deliver and communicate key promotional and product launch materials in all assigned stores

**STOCK MANAGEMENT**
- Monitor stock on hand and liaise with Regional Managers and Cosmetic Managers with regards to out of stocks and stock discrepancies. Ensure correct management of Zmor and Cognos instore reports to amend stock discrepancies and negotiate for instore orders, as well as to assist correct retailer replenishment going forward. Drive ‘’sell-in strategies’’ through stock management instore.
- Where applicable, ensure a full stock count of lines in key independents in the region, through actively engaging with the National Sales Manager regarding model stocks, replenishment levels and any other relevant information.
- Focus on ensuring all out of stocks are monitored and systems are corrected where necessary to ensure sufficient stock is replenished to drive sell through growth.
- Manage tester stock levels in each drugstore within the region to ensure that there are not out of stocks or abuse of these items, including management of paperwork with regards to Tester management
- Repair and replace any non-functional merchandising, promotional displays etc. Ensure all products are as per correct Brand merchandising guidelines and displays are clean to ensure a powerful presentation of our products
- Ensure RTV process is managed efficiently through the RTV tracker and that they are uplifted from stores timeously (where relevant and approved only)

**BUDGET AND EXPENSE MANAGEMENT**
- Manage costs and expenses within the region within allocated budget, i.e. travel expense budget, promoter budget together with the Regional Sales Manager
- Manage expenses so that the expense growth does not exceed sales growth.
- Ensure promoter staffing budget is not exceeded and monitor these expenses monthly through clear and accurate monthly reconciliation in conjunction with the Regional Sales Manager

**RELATIONSHIP MANAGEMENT**
- Build and leverage in-store relationships with drug store leadership and generic salespeople in all departments.
- Create strong advocacy among store generic staff towards our Brands, our company and yourself, enabling PCG to be the ‘go to’ Brands when product recommendations are made.

**ADMINISTRATION/REPORTING**
- Ensure correct documentation is completed timeously in terms feedback, scorecards, etc.
- Competitor and sales feedback report to be completed weekly and sent through to the National Sales Manager for consolidation
- RDM Scorecard to be completed for each store that is visited monthly
- Develop and implement monthly store cycle schedule based on door size and importance and action plans; provide weekly feedback on progress/implementation.
- Ensure region’s compliance to all policies, procedures, and values in the business, and take appropriate action where necessary.
- Follow all required SOPs in the completion of feedback templates and within the required timelines

**TEAM/STAFF MANAGEMENT**
- Manage the movement of Dischem gene