Description
Job Purpose:
Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory.
Responsible to:
Area Sales Manager
Responsible for:
Van Sales Representative/Open Market Sales Representative
Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff
Context/Scope:
A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
Key Accountabilities:
Achieve agreed business objectives/KPIs for the territory( Sell-out, Focus Brands, NPD listing, POP deployment, promotions etc.)
Implement outlet coverage strategy in assigned territory, enlist and keep updated database of relevant outlets.
Achieve sales drivers (Quality, Distribution, Visibility, Price/promotion) objectives for the territory.
Manage and review the activities of the Secondary Sales Force in assigned territory
Work with Area Sales Manager to develop Joint Business Plan of customers in assigned territory.
Monitor and manage execution of all Promotional /launch/ agencies activities in assigned territory.
Lead Market intelligence gathering and competitor activity monitoring and report timely.
Measurement/Performance Indicators
Target vs. Actual monthly/yearly performance (sell-out, KPIs
Timely and quality of execution of trade and marketing activities in assigned territory)
Implementation of Territory Coverage Strategy
Achievement of Quality, Distribution, Visibility, Price/promotion targets.
Internal & External
Relationships:
Area Sales Manager
Marketing/Sales/Channel/Supply Chain/Finance/HR team
Customers
Agencies
PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
First Degree in any discipline
Computer Literacy
Experiences: (What experience brings success to this role)
Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
Knowledge: (What does the person need to know)
Good knowledge of business objectives and priorities.
Experienced driver with valid license
Knowledge of Field Sales Management and Market Intelligence.
PZ Cussons Leadership competencies
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