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Sales Field Manager (Cape Town) R 15 500,00 - Phuthukisa Training Solutions (Pty) Ltd



Phuthukisa Training Solutions (Pty) Ltd Cape Town

2 weeks ago

Description
Job Title: Field Manager
The Role:
We are seeking a highly motivated and experienced Field Manager to join our team in Cape Town. As a Field Manager, you will be responsible for managing and coordinating a team of sales representatives to achieve sales targets and implement company standards.
Duties & Responsibilities:
• Manage and coordinate team and individual call cycles to ensure all geographical outlets and call requirements are met.
• Daily management of the sales team and ensuring that the Sales Representatives (SRs) adhere to the following:
• Calling on their outlets as per their respective call cycles
• Achieve all call and in-call targets
• Implement system (AM) requirements
• Adhere to all required deadlines and reporting requirements
• Adhere to all Company policies and procedures
• Manage team resources and ensure that the team has all the necessary tools of the trade to work effectively
• Assist and conduct in-field assessments with an active supporting role to ensure an increase in volume.
• Focus and drive daily operational standards and requirements inclusive of all targets
• Understand all brand requirements and targets and ensure ongoing measurement and implementation
• Set and monitor clear performance objectives for all team members and ensure they are achieved. This includes performance counselling, performance discussions, and performance management to be implemented as per the team requirements
• Develop highly motivated and efficient sales staff. This will involve preparing and implementing development plans for each individual and accompanying representatives on a one-on-one basis at least once a week (per SR)
• Coach all Brand Sales Specialists as per the coaching module and evaluate their progression/regression and where necessary initiate corrective steps
• Conduct in-trade assessments with all SRs
• Daily reporting to Regional Sales Manager in terms of the following:
• Call Rate achieved for the business day
• Login Report and Midday Exception report
• Coolers verified
• Any employees who have not reported for work / leave taken
• Vehicle and/or any Asset issues
• Database / new outlets
• Weekly meeting feedback
Responsibilities:
• Achieve all sales, availability, and operational targets on a daily, weekly, and monthly basis
• Daily management of all assets: internal and external
• Understand, analyse and interpret sales information inclusive of brand activities, brand behaviour, competitors, and sales volumes and trends
• Clear communication of all targets, standards, and requirements inclusive of volume, availability, promotion, and merchandising standards as well as all relevant brand initiatives and objectives
• Relationship management with customers and staff
• Build brands and sales volumes through implementation of all team and Company standards and strategies
Ways of Working for a Field Manager:
• Log into Advance Mobile and do weekly vehicle check.
• 08:00 – 11:00 (Monday to Friday) – Do weekly/daily planning and tend to all administrative tasks and respond to back-office requests.
• Compile the daily gap tracker with analysis
• Field Managers are required to spend Monday to Friday and 3 Saturdays per month in trade.
• Planning entails the following:
• Identify KPI gaps in terms of Calling / NND / Pricing / Promotions / Cooler Verifications / Licensing and plan to close the gaps on all relevant KPI's per Sales Specialist.
• Implement action plans by SR by understanding the gaps per SR
• Compile a coaching action plan and calendar by SR (Analyse performance and select gaps to coach SR on during their calls)
• Attend to the trade with a SR for a specific calling day. Go through the gaps identified as per the coaching plan.
• Open the Coaching and Assessment module across 5 outlets and adhere to the following coaching steps: Coaching is to be done biweekly across 5 calls per Sales Specialist:
• Observation – 1st outlet
• Explanation of the Coaching objective with feedback – 2nd outlet
• Demonstration – 3rd outlet
• Imitation – 4th outlet
• Consolidation – 5th outlet
Partake in in-trade assessments by selecting outlets differing from coaching outlets and provide feedback to the SR. A minimum of 10 in-trade assessments are required to be submitted per week.
Field Managers are also responsible for the following:
Visit outlets and identify gaps and understand trade
Partake in RTMP activations
Act as support when SR is not at work. Take over the call cycle and tend to sales calls.

Adhoc duties for a Field Manager:

• Do pre-meeting planning and preparations with Regional Sales Manager.
• Host weekly team meeting (Mondays). Discussion of gaps identified and plans for all discrepancies. Work individually per Sales Specialist with an action plan.
• Manage adhoc projects (SKU launches / new systems)
• Attend client Sales Manager meetings
• Act as support function for assets and asset management

Desired Experience & Qualification:

• Grade 12
• NQF level 4 Qualification

BENEFICIAL QUALIFICATIONS AND EXPERIENCE:

• Business Management Qualification
• Labor Legislation knowledge (Basic Conditions of Employment Act & Labour Relations Act)
• 2-3 years sales and merchandising experience in a related FMCG environment.
• 1-2 years managing a team (minimum of 4 people)
• Driving experience (Plus 2 years)

Required Skills:

• Business Acumen
• Negotiation
• Conflict management
• Situational Management
• Team Management
• Organisational and planning skills