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    Channel Sales Manager - Johannesburg, South Africa - Rory Mackie & Associates

    Rory Mackie & Associates
    Rory Mackie & Associates Johannesburg, South Africa

    8 hours ago

    Default job background
    Full time
    Description

    Our client is a well-established importer and distributor of home appliances, personal care appliances, photographic equipment (cameras and lenses), device memory and storage.

    Responsibilities:

    Responsible for sales within the photographic and optics (cameras and lenses) channel to all related retail stores.

    • To grow the South African market in sales and profit aligned to the company's commercial strategy agreed with their distributor in South Africa
    • To develop and position the company's brands across these markets as differentiated, technology led brands:
      • To grow market share, sales and profits sustainably, across the photographic and optics channels
      • To leverage full retail potential for all product categories
      • Manage all sales aspects of the company's relations with their South African Distributors
      • To lead retail commercial terms and negotiation, forecasting, execution plan and training teams, to drive sales performance in all channels and all markets
      • Responsible for Product Sell into major networks
      • Increase attachment rates within the photographic and optics space
      • Creating and implementing sell out strategies in the retail environment
      • Managing photographic and optics budgets
      • Forecasting

    Main accountabilities and supporting activities:

    Deliver sales results and profitability:

    • Elaborate the distributor forecast in detail of sell in by week and by store with activity plan
    • Drive effective channel strategy execution and range implementation with distributors to maximise and optimise the company's profitably in line with market goals
    • Work with the Marketing, Retail, Online and Finance Teams to execute integrated Masterplan for the emerging markets
    • Responsible for delivering monthly sales volumes and profitability
    • Train and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store – driving best practise across the region
    • Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results

    Distributor Partnership and engagement in new markets:

    • Assess current distributor network and/or scope new partners
    • Execute playbook of geographical expansion in all phases
    • Lead complex negotiations with retailers around commercial terms
    • Manage multi-channel Profit and Loss
    • Develop Category Management plan by channel for each distributor
    • Lead top to top meeting and quarterly business review
    • Track monthly internal and external profitability with finance (Distributor Profit and Loss vs Company's Profit and Loss)

    Company's Brand awareness and communication plan

    • Develop the brand building investment plan together with Marketing and Sales teams
    • Analyse the consumer insights and market data to take in considerations consumer behaviour in building the plan
    • Forecast market share and market value
    • Define target for category and penetration to be reached in 5 years
    • Drive the conversation around the company's plan with distributors and local stakeholders to be integrated within their plan

    Line Management of the Sales team in the distributor:

    • Manage and develop the distributors sales team to ensure capacity and capability to deliver the company ambition
    • Lead the controlled retail with 3rd party, by defining demonstrators KPI's for performance and measure weekly

    Legal Compliance:

    • Ensure contracts and legal agreements are in place and compliant to internal legal guidelines
    • Ensure compliance with competition and bribery guidelines

    Other duties, as required:

    • Relish the opportunity to pick up new activities that fall broadly in the purpose of the role
    • Fix things that you can see need fixing
    • Identify problems and find solutions

    Qualifications and Experience required:

    • 5+ years of sales experience, preferably with distributors and 3rd party retailers (photo and optics being a distinct advantage)
    • Past work experience with full accountability to sales forecast and negotiation
    • Have a track record in working on a complex project with multiple stakeholders and stretching goals
    • Track record of leading a key account with high performance objectives
    • Experience in managing a small team and/or training

    Skills and Competencies required:

    • Excellent organisational and planning ability
    • Strong Project management skills
    • Excellent analytical skills
    • Excellent communication skills
    • Presentation skills – able to communicate confidently at all levels of the organisation and with external senior stakeholders
    • Ability to work in a fast paced and challenging environment
    • Team player - leading by example
    • Adaptable/flexible – able to multi task
    • Approachable
    • Organised
    • Strong communicator
    • Willingness to travel in the market
    • Strong motivatiion
    • Passionate about the company's technology
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