SALES REP: MODERN – Matanuska 8 views

BACKGROUND:

We are a leading producer, distributor and exporter of bananas and other fruit in Zimbabwe and South Africa and have exciting plans for the continued growth of our production and distribution platforms.

KEY RESPONSIBILITIES

Volume targets achievement

1. Preparation of annual, monthly, and sales plans for Retail Channel.

2. Execution of volume growth plans.

3. Setting store targets for Merchandisers and managing their productivity performance.

4. Managing product returns to ensure GPs are not affected.

5. Identifying and developing new outlets to increase volume.

6. Identifying new products for our existing customer base to increase volume and basket offer.

7. Manage seasonal volume cycle to ensure production volumes are moved and customers maintained in short periods.

Pricing.

8. Constant review of price matrix to ensure achievement of BOFs and marketing contributions indices and revenue targets and margins.

9. Achieve pricing that is at a premium to those being achieved by competitors.

10. Keeping track of price trends of related products to align own products with pricing in the market.

11. Keeping track of export price parity to inform senior management decision in channeling product to the market with best returns for the business.

12. Responsible for ensuring transparent retail selling procedures are adhered to

Revenue

13. Keeping track of all retail trade agreements and ensuring their review on time and attaining the best possible terms in consultation with the Sales Manager

14. Ensuring minimum credit notes and putting in place systems to prevent abuse of credit notes by sales personnel.

Gross Margin

15. Maintaining gross margins in line with planned pricing matrices across all product lines.

Service delivery

16. Visiting all retail outlets as routine and liaising with branches on matters of shelf space and store design to get optimum placement in outlets

17. Developing and implementing service delivery KPIs to achieve customer satisfaction and improve volumes in the retail channel.

18. Identifying and implementing system wide service improvements.

19. Attending to and ensuring that customer complaints and suggestions are reviewed and acted upon within the set or agreed response timeframes; root causes identified and corrective and preventative actions implemented.

20. Developing effective CRM systems to ensure first class communication channels between the company and customer

21. Training and managing the performance of all merchandisers

22. Supervising merchandisers through the correct and consistent use of the SICs

Brand

23. Taking full ownership of our brand and driving the growth in its equity and value

24. Deliver on service levels and QA

25. Drive development and maintenance of in store displays, promotions, and PPE

26. Manage cost effective media presence and plan campaigns and measure ROI where appropriate

27. Driving the development of new packaging SKUs to improve quality, expand shelf presence and improve end customer sales

Market Intelligence

28. Research on key market trends in new product lines required by customers, competing products trends, pricing trends and develop and implement actions.

29. Construction of competitor reports including but not limited to market share, competitor volume plans, and implementing strategies to attract customers from competition.

Human resources

30. Responsible for providing good supervision; motivation, training and upkeep of discipline and good conduct by all employees under his/her charge.

31. Constantly drives the team to maximise staff productivity and achievement of company goals and targets.

32. Ensuring that key communication is done, including but not limited to monthly reviews and communication of the month’s targets.

33. Recruits correct people for his/her department together with Human resources department.

34. Managing and measuring performance according to the company performance management system.

Reports

35. The incumbent monitors, tracks and manages all key performance indicators including, but not limited to volume and value growth; average prices; gross profit margin by product or by category; sales and profit contribution by channel or by customer group; direct costs, staff, and other overheads as ratio of sales.

36. Analyzing variances vs budgets and benchmarks on a daily, weekly, and monthly basis and takes prompt corrective action.

Stakeholder Engagement

37. The Sales Rep (Modern Trade) is the representative face of the Matanuska brand in the territory of his/her jurisdiction and is obligated to protect and advance the business interests of Matanuska amongst stakeholders including but not limited to local government; public and city health officials; all licensing, statutory and regulatory authorities.

Standard operating procedures

38. This Job Description is read in conjunction with all SOPs and controls pertaining to the effective and profitable operations of a sales department as set and reviewed by management from time to time, and for which Sales Rep – Modern Trade is responsible for ensuring implementation, review and updating according to policy guidelines.

SKILLS & COMPETENCIES

Strong verbal and written communication
Planning and organising
Analytical
Integrity
Client Service
Problem solving
Negotiation

KNOWLEDGE & EXPERIENCE

Experience in the FMCG industry, preferably dealing with perishables.
Detailed knowledge of merchandising and merchandising requirements.
Experience in modern trade and key account management
Good working knowledge of numbers for accurate decision -making.

QUALIFICATIONS

Degree in sales and marketing or business management