Wholesale Specialist based in Johannesburg South 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 The purpose of the role is to grow BevCo's performance with key account wholesalers, Distributors and bulk breakers in a specified (and prioritised) geographic area — such identified wholesalers and/or bulk breakers are critical to BevCo's downstream sales, distribution and penetration success in the area 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 o 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.)
o Assist customers with managing stock replenishment to minimise stock outs Manage stock rotation and quality Growth of BevCo / Wholesaler/ BB business relationships Actively participates in developing the sales operating plan for each key account customer Builds a win-win commercial approach (trading & profitability benefits) with support from the ASM Professional sales approach to all key accounts on behalf of BevCo Sales and Distribution Objectives Drives sales (sell out) and distribution of BevCo portfolio from wholesalers/BBs into market to achieve BevCo targets Constantly monitors and tracks BevCo sales performance + penetration into the general trade Review and analysis of Market Dynamics o Constantly must be aware of competitor activities, pricing, products and promotions o Provides timely feedback to ASM as to wholesaler and /or market shift that impact BevCo Actively adjusts the operating plan to accommodate such changes (in conjunction with ASM) 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 o 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 o 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 o 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 o Describes the important impacts that one has on the success of one's 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
