National Commercial Sales Manager - Johannesburg, South Africa - Prestige Cosmetics Group

Prestige Cosmetics Group

Verified Company

Johannesburg, South Africa

1 week ago

Posted by:

Thabo Mthembu

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Description

Position:
National Commercial Sales Manager

Division :
Sales

Location:
Johannesburg

Reporting to :
Commercial Sales Executive

Employee Type:
Permanent

Purpose of the Role

The core purpose of the National Commercial Sales Manager is to formulate and execute sales strategies and growth plans, and to lead a team to ensure the Company's principal and customer objectives are achieved through increasing customer experiences and retention, brand market share growth and brand profitability.

KEY RESPONSIBILITIES

Business Performance

Design and implement sales strategy for the market to ensure attainment of company sales goals in conjunction with Commercial Sales Executive (CSE).
Build and set annual sales forecast & budgets for all brands together with Marketing and the Key Accounts Analyst, to reach overall company objectives and profitability goals.
Develop specific retailer execution strategies to achieve market share growth, ranking and performance objectives.
Develop, build, and nurture business relationships through regular trade visits to grow the business and cultivate brand loyalty and commitment.
Drive the correct behaviours and programs to develop a retail sales force that has longevity (reduced staff turnover), delivers exceptional customer experiences, and achieves their sell out budgets.
Oversee the dissemination of sales information to measure and report on sales performance.
Manage sales SLAs with other regions where required.
Management of key accounts:
Establish productive and professional relationships with key personnel in assigned customer accounts
Negotiate and close agreements with large customers
Works with the retailers to ensure negotiated inputs by the Brand Managers for promo and launches are allocated correctly by door to ensure high levels of sell through
Implements monthly retailer meetings to review numbers, discuss opportunities.

Customer Service Delivery

Lead the Training team to manage the implementation of brand's customer journeys to our retailer partners.
Ensure proactive resolution of and take immediate corrective action on outofstocklines in the trade.
Manage correct implementation of merchandising and planogram guidelines.
Oversee the management and maintenance of stock in stores to ensure maximum sales potential.
Ensure correct and timeous implementation of launches, promotions, and replenishment.
Ensure correct management of promoter pool to maximise potential within the retail environment.
Create and implement plans consistent with business objectives.
Ensure that instore execution reflects the brand's positioning and expectation of the business.
Execute launch and promotional activations and plans to ensure: Targets, profits and positions are achieved across the business.

Sales Management

Monitor sales performance vs. budgeted numbers (compare retailer by store vs. national picture)
Analyse and evaluate the actual sales results against the set target for the relevant period.
Ensure sound Training strategies support and enhance sales and drive development.
Ensure understanding of demand planning principles to complete stock analysis.
Analyse areas of underperformance and initiate the appropriate intervention for corrective action to minimize future negative sales impact.
Anticipate and address obstacles that hinder maximum sales generation.
Conduct regular audits to ensure that all necessary scorecards, policies, procedures, and processes are in place and adhered to.
Identify and implement new ideas to drive sales.
Work together with the General Manager and Marketing Team, to build the brand.
Identify problem stores, high performance stores top down collaborate with direct reports and formulate strategies to prioritize and grow nonperforming stores.
Collaborate with support functions e.g., marketing, events, HR, to ensure support and respective strategies are in place.
Ensure submission of monthly commission and reports to all retailers and internal stakeholders timeously.

People Management and Leadership

Encourage, implement, and reinforce the company values and leadership principles.
Ensure an open, motivated, and harmonious work environment.
Manage the performance of self and all direct reports (formally and informally), ensuring that regular feedback is given/received, coaching, and mentoring on performance is given/received, to enable continuous improvement.
Be actively involved in individual development plans, develop such plans for all direct reports and ensure that the agreed development interventions are delivered.
Ensure that KPIs are conducted on all staff to identify the appropriate performance management requirements.
Monitor, analyse and manage team expenses.
Support direct reports in driving the required growth via implementation and regular review of the area business plans.
Lead, manage and develop direct repo