Sales Representative

Commercial

Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. May be responsible for work of others.

Job Purpose

To implement a market driven differentiated service that builds sustainable competitiveness within clearly identified channels, thereby delivering sustainable growth in brand equity, sales volume, market share, competitive advantage and corporate reputation.

Key Accountabilities and Outputs

Customer Development

Manage and build customer relationships with Outlet owners

Drive weekly customer calls per outlet to build effective partnerships and resolve customer issues

Ensure all current, correct customer master data captured onto Rapid Trade and is maintained

Achieve customer sales volume targets

Ensure each outlet buys directly from the Company consistently on a weekly basis

Execution Guidelines

Ensure the delivery of product availability, merchandising, promotions, pricing and space in each and every outlet

Monitor volumes by outlet to ensure 100% availability of key brands and packs through forward planning

Manage stock rotation to ensure 100% availability

Drive the effective execution of selective merchandising implementation in the consumption and purchase zones

Negotiate and execute interior and exterior price communication; capture price priorities; ensure price point compliance and execute on the overall price and promotion campaigns throughout the year

Asset Management

Manage the Company refrigeration assets by driving governance and compliance

Manage all the Company assets in the outlets including permanent merchandising and signage

Ensure the Company products are stocked in fridges as per guidelines

Conduct asset verification surveys (Fridges, etc.)

Assist customers with managing stock replenishment to minimise stock outs

Manage stock rotation and quality

Qualifications and Experience

Grade 12 / Matric / NQF level 4

Up to 2 years experience (Operational Execution) Experience in a sales/marketing/FMCG environment

Basic knowledge of PC, or potential to acquire it

Key Qualities

Critical Success Factors

Customer Perspective

Communication

Routine communication with customers or clients

Problem Solving

Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.

Relationships Maintained

Others outside of own work area but inside the organisation

Behavioural Competencies

Customer Relations

Asks questions to identify customer needs or expectations

Follows through and meets personal commitments to others on time

Takes responsibilities seriously and consistently meets the clients expectations for quality, service, and professionalism.

Continuously monitors delivery to make sure the customer is receiving good service

Shows a strong commitment to exceeding customer expectations

Able to own responsibility for mistakes, apologise and make suitable changes to services

Negotiation

Able to recognise a situation in which negations are required

Able to listen to the oppositions argument attentively with the aim of reaching an effective outcome

Able to tactfully present facts on a need to know basis so as to ensure a successful outcome.

Able to refer to facts presented by the opposition to strengthen argument.

Possesses the interpersonal skills necessary to negotiate an effective outcome

Planning and Organising

Manages time effectively, ensuring effective completion of tasks under stressful deadlines.

Able to prioritise activities and resources, ensuring that results are achieved effectively.

Able to evaluate progress and make appropriate adjustments to initial plans, ensuring a successful outcome.

Knowledge of Business

Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current

Describes the important impacts that one has on the success of ones functional area and on company results; demonstrates a knowledge of the customers business

Uses business understanding to make sound decisions and influence the decisions of others

Continuous Improvement

Increases performance expectations when success has been achieved

Seeks out sources of information, including trade associations, best practice companies, customers, peers, subordinates, etc.

Finds ways to fast-adapt improvement ideas to work processes

Proactively seeks out resources, alliances, etc., needed to quickly introduce improvements