Our client, a leading FMCG manufacturing client, is seeking a Regional Sales Manager to lead and direct a large sales force, covering the Eastern Region, reporting directly to the Group National Sales Manager.
PRIMARY PURPOSE This role is designed to build and keep a high-performance sales organization to effectively achieve business objectives whilst understanding the commercial impact across the business. The role will oversee the activities of the Sales teams in Durban Head Office, covering Swaziland and part of the Eastern Cape. The role is responsible for developing the Sales strategy and the Operating Plans encompassing the entire product basket through both existing and new routes to market.
KEY DELIVERABLES / PERFORMANCE AREAS Create and implement effective direct sales strategies and lead direct sales personnel (sales team) toward achievement of corporate sales objectives.Develop short term, medium-term, and longer-term Sales strategic plans along with the Key Accounts and Marketing Teams.Supervise the execution of the plan and monitor progress in terms of sales and profitability.Develop competencies and processes needed to create an effective and efficient sales organization.Supply leadership through effective communication of vision, active coaching, and development whilst matching sales results to goals and taking appropriate action to address this when necessary.Lead the sales force, undertake budget control, initiate, and embed compensation programs and incentive planning.Ensure effective hiring, orientation, training, development, and retention of sales team.Act as an Ambassador to engage with customers and promote the product offering and value proposition.Organize exhibitions and opportunities to showcase the basket of products.Develop business relationships with customers in the geographical areas using knowledge of the area and trends in the market.Arrange meetings with potential customers and market the products and network with various stakeholders.Keep up to date with trends and activities in the sector, being aware of competitor activities to remain ahead of the curve.Ensure that sales teams receive adequate training and induction to perform their roles.Act as the point of escalation for queries and issues that arise, especially those that have not been resolved at local area level.Exploit changing marketing opportunities and respond to competitive activity and tactics by recommending changes and modifying plans.Prepare volume forecasts for financial year budget with the Sales and Marketing Team.Review and analyze market pricing and trends and recommend pricing and deal strategies for products.Monitor profitability achievements versus budget.Prepare departmental spend activities and proposals and implement once approved, control and manage departmental budget, spend funds effectively and efficiently, and reconcile monthly versus budget.Plan and administer the organization's Sales Operations budget with the Marketing Team.Support the development of regional Sales budgets.Liaise with other departmental management to confirm budget forecast for presentation to the board.Ensure monthly and annual budgets are adhered to.Manage product ranges by analyzing sales performance and motivate range extensions, rationalization, or improvements to the range with the Sales and Marketing Teams.Analyze costing and assess viability for NPD projects.Prepare and monitor monthly forecasts with the Marketing and Sales Team.Monitor margin/pricing mandates by line item monthly.Ensure that the Sales Team execute on the below activities and evaluate their results.Negotiate from time-to-time Agency commission structures.Liaise closely with agencies to ensure they have a clear understanding of objectives.Identify areas where research will aid in the achievement of Sales objectives.Mentor and motivate the Sales Team to align on the overall business goals.Support sales agents with organizational skills, account strategies, planning, and administrative responsibilities to ensure that a high level of customer satisfaction is maintained.Manage performance and productivity of sales agents.Ongoing good communication and liaison with all Sales Managers, agents, and teams to ensure that the sales and key account support initiatives are being implemented.Quarterly cycle brief meetings with all regional sales teams to present upcoming activities, review sales results, present new launches, drives, incentives, and focus areas needed from Sales Team.Quarterly Sales and Marketing meetings to discuss strategy, marketing plans, key account feedback & support ideas, review performance, and feedback session both ways.Meet with different local factories at least on a quarterly basis.Ensure that subordinates have performance agreements (KPA's) and that they are held accountable.Ensure that performance management measures are implemented and that a culture of accountability and high performance is driven and achieved.MINIMUM QUALIFICATIONS REQUIRED, EXPERIENCE AND ATTRIBUTES University degree in a business-related field, preferably Sales or Marketing or Commerce.At least 8 years' management experience in a similar portfolio.Commercial acumen to enable quick interpretation of possible opportunities.Experience of working in the FMCG sector.Excellent sales and marketing skills.Good people management and team engagement skills.Outstanding organization and time-management skills.Strong commitment to delivering a high level of customer service.Reliable, self-motivated, and able to work independently as well as part of a team.Able to work under pressure and meet deadlines.P & L formulations and analysis.Specifically, very sound on Excel and Computations.Organizational skills (ability to plan, delegate and organize within defined timelines).Strong inter-personal skills.Good verbal and written communication skills.Decision making and sound judgment.Presentation skills and ability to engage Executives professionally.
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