Job Description

:

DIVISIONAL SALES MANAGER

Purpose of the Role:

Maximises sales potential and profitability through the development and implementation of the sales execution plan across all channels in the allocated Region. Recruit, lead, develop and coach the regional sales team (In-sourced and Out-sourced) to execute commercial activities through the Diageo Portfolio of brands. Build strong customer relationships across the region/channels and make DSA the number one supplier of choice.

Top Accountabilities:

• Lead the commercial strategy for the region, leading the direct sales team, the third-party sales team and relevant cross-functional teams.
• Full ownership of trade universe optimisation through management of territory resources and ensure fit for market for the regional sales team.
• Deliver the Divisional Off-Trade, On-Trade and Main Market Plans (Financials; Share of Market; Net Revenue Management).
• Track and own regional outcomes i.e., Direct KPI, scorecard & Performance Management of internal and 3rd party sales teams by implementing short-term corrective action plans.
• Actively contribute to the overall strategy and decision-making process.
• Motivate the sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive regional trade relationships at senior customer level.
• Contribute to shopper, category and competitor insights, resulting in powerful and breakthrough strategies that deliver effective results at Point of Purchase.
• Develop and Lead Monthly Regional Plans informed by the Channel Strategies and influenced by the regional nuances.
• Identify Hotspots in the Key TBA Cities, develop a consumption plan, engage key stakeholders, and implement a fully funded plan.

• Achieve predetermined sales volume and market share targets.
• Use data and market related information to analyze market and identify opportunities xe2x80x93 competitor activity/footprint, route to market strategies, credit offerings, sales and marketing activities based on the six commercial levers (Sales Service, Distribution, Credit, Relationship, Trade Marketing and Brand Marketing).
• Is accountable to align Budget to achieve regional performance targets and support RTM Sales Managers with volume push and pull.
• Ensure highest levels of customer service and build regional relationships with Customer Regional Ops & Planning leadership.
• Lead capability building amongst teams and individuals through trainings, coaching and support and become the Sales Capability Lead for the region.
• Build culture by leading and directing all engagement activities to ensure high levels of morale and inclusivity (Engagement Scores).
• Develop strong relationships with key redistributors, main market, off trade and on trade customers through the House Call Strategy and Structured DSM Call Schedules.
• Present Quarterly Regional Business Reviews to MD and Commercial Director as per agreed deliverables and market assessment opportunities.

Key Duties and Responsibilities

Sales and growth in market share are increased through targeted sales activities

Contribute and implement the sales strategy

• Forward share agreement formulated and executed.

• Additional forward share opportunities identified and implemented.

• Product availability/ distribution targets implemented.

• Merchandising standards are maintained.

• Floor displays are as per agreements.

Implement Sale Plan

• Plans are reviewed and adjusted depending on the market environment.

• Pricing is managed as per DSAxe2x80x99s Pricing strategies.

• Promotions implemented.

• Targets are met by sales staff according to the weekly plan.

• Calling cycles and display list updated on a weekly basis.

• Sales targets and distribution coverage is achieved.

• Increased sales volumes negotiated within allocated area or market channel.

• Market share increased in line with company strategy.

• Gross margins maintained through the management of deals and discounts.

• Business plans with customers implemented.

• Plans implemented within agreed budget parameters.

• Customer queries and problems resolved.

Manage re-distributors

• Monthly plans submitted and implemented according to agreed time-lines.

• Monthly plans include distributional, promotional and sales targets.

• Promotional cycles managed.

• Sales, distribution and pricing data shared.

Monitor sales performance

• Effective sales meetings with agendas and deliverables conducted.

• Plans are reviewed and adjusted depending on the market environment.

• Sales rep targets are set and met.

Productive relationships with internal and external stakeholders maintained

Develop a collaborative relationship with Trade Marketing Manager

• Effective trade marketing plans per channel and key customer implemented.

• Right quantities of POS available.

• Provide merchandising and signage support.

• Promotions targeted effectively.

• Trade marketing plans delivered according to agreed deadlines and in line with brand strategies.

Build relationships with customers

• Increased sales volumes negotiated.

• Customer queries and problems resolved effectively.

• Ensure DSA is a preferred supplier.

• Implement customer call frequency

• Business opportunities to sell product range identified.

Liaise with Merchandisers

• Merchandising standards are maintained.

• Display targets achieved.

• Floor displays are as per agreements.

• Ad hoc merchandising opportunities exploited.

Budget managed effectivity

Manage costs against approved budget

• Potential areas of saving and optimisation highlighted.

• Expenditure aligns with budget.

• Meaningful variance analysis reports provided.

• Bottom line results optimised.

• Guidelines on the T&E policy followed.

Talented staff recruited, developed, managed and motivated

Recruit talented employees

• Structure and resourcing levels evaluated.

• Job descriptions relevant and up to date

• Vacancies filled in line with policies, employment equity targets, headcount and budget

• Suitably qualified equity candidates given preference.

• Succession plans in place.

Develop employees

• Suitable development opportunities and training identified.

• Development plans implemented.

• Employees coached and employment equity candidates developed.

• Knowledge and training are applied.

• Promotions recommended where appropriate.

Manage performance

• Expectations and objectives clearly communicated.

• Performance monitored through review meetings held at least every 6 months.

• Feedback on performance provided.

Maintain employee relations

• Participation encouraged and contributions recognized.

• Constructive work environment maintained.

• Grievances and complaints resolved.

• Disciplinary offences managed.

• Employee satisfaction assessed and corrective action taken.

Worker Type : Regular

Primary Location: Durban

Additional Locations :

Job Posting Start Date : 2023-07-28

Diageo