Job Description

Oversee the consumer sales function across multiple customer formats including corporate retail, independent retail, pharmacy, wholesale, forecourt, and informal trade channels. Drive sales growth, in-store execution excellence, and channel expansion while ensuring alignment with the company's broader commercial objectives. Leverage deep knowledge of regional trade landscapes and agency management to scale execution nationally.Key Performance Areas (Core, essential responsibilities - outputs of the position)1. National & Regional Sales Strategy Development:xc2xb7 Develop and implement national and region-specific go-to-market strategies across consumer channels.xc2xb7 Ensure strong awareness of geographic and customer dynamics across regions and provinces.xc2xb7 Align trade plans with distribution goals, promotional strategies, and retail execution capabilities.2. Sales & Merchandising Agency Oversight:xc2xb7 Manage outsourced sales and merchandising agencies across all regions.xc2xb7 Implement a structured performance scorecard model that tracks:
Daily: Coverage, availability, planogram compliance
Weekly: Store visits, promotional execution, competitor insights
Monthly: Distribution growth, listing compliance, execution gaps
Quarterly/Annually: Sales uplift vs. cost, ROI of retail activations, strategic alignment
Evaluate agency performance using real-time data and scorecards; escalate issues and drive continuous improvement.3. Sales Team Leadership:xc2xb7 Lead, coach, and develop Sales & Merchandising agency to achieve business objectives.xc2xb7 Foster a high-performance culture with a strong focus on accountability, KPIs, and coaching.xc2xb7 Align team structure and capacity to market needs and business priorities.4. Operational Trade Engagement: Buying Groups, Masscash & Independent Channels:xc2xb7 Possess a deep understanding of buying group structures, Masscash member networks, and independent cash & carry operators.xc2xb7 Engage directly with buying group members and independent trade customers to negotiate bulk deals, trading terms, discount structures, and advertising placements.xc2xb7 Collaborate with internal pricing, marketing, and trade teams to align customer-specific deal structures with promotional calendars and profitability expectations.xc2xb7 Develop and maintain strong commercial relationships with regional wholesale stakeholders.5. Performance Monitoring & Data-Driven Decision-Making:xc2xb7 Use Power BI, CRM, and Smartsheet platforms to monitor KPIs and in-trade performance.xc2xb7 Analyse execution data to inform strategic adjustments and trade activities.6. Category & Channel Development:xc2xb7 Collaborate with Trade Marketing and Brand teams to translate brand plans into channel-specific executions.xc2xb7 Drive visibility and execution across multiple trade formats using tailored plans.7. Budget & Investment Management:xc2xb7 In partnership with the Key Account Manager (KAM), manage trade spend, promotional ROI, and customer funding.xc2xb7 Track and report on ROI and cost-to-serve per customer/channel.8. Cross-Functional Collaboration:xc2xb7 Work closely with marketing, finance, demand planning, supply chain, and BI teams to align execution and forecasting.9. Market Sensing & Risk Management:xc2xb7 Stay ahead of retail trends, competitor actions, and economic shifts to proactively adjust strategy.xc2xb7 Develop contingency plans to address execution risks, pricing pressures, or route-to-market challenges.Minimum RequirementsEducation:xc2xb7 Bachelor's degree in commerce, Marketing, Consumer Science or Retail Management.xc2xb7 Additional certifications in Sales Leadership, Category Management, or FMCG Strategy will be advantageous.Experience:xc2xb7 5+ years' proven experience in a senior sales leadership or national trade operations role within FMCG or consumer health industries.xc2xb7 Deep knowledge of South Africa's retail and regional trade landscape, including structured and informal trade.xc2xb7 Experience managing sales and merchandising agencies, including performance frameworks and scorecards.xc2xb7 Strong understanding of buying group mechanics, cash & carry environments, and Masscash or independent retail operations.Skills/physical competencies:xc2xb7 Leadership Skills: Strong leadership and team-building skills, with the ability to inspire and motivate a sales team to achieve targets.xc2xb7 Communication: Excellent communication and interpersonal skills, with the ability to effectively interact with customers, team members, and senior management.xc2xb7 Analytical Skills: Strong analytical and problem-solving skills, with the ability to interpret sales data and market trends to make informed decisions.xc2xb7 Negotiation Skills: Proficient in negotiation techniques and strategies to secure favorable deals with customers and partners.xc2xb7 Adaptability: Ability to adapt to changing market conditions and business priorities, and to work effectively in a fast-paced, dynamic environment.xc2xb7 Organizational Skills: Strong organizational and time management skills, with the ability to prioritize tasks and meet deadlines effectively.xc2xb7 Computer Skills: Proficiency in Microsoft Office suite and CRM software for sales tracking and reporting.Behavioral qualities:xc2xb7 Commercially Driven & Performance-Orientedxc2xb7 Customer-Centric & Execution-Focusedxc2xb7 Strategic Thinker with Operational Gritxc2xb7 Structured & Metrics-Drivenxc2xb7 Collaborative and Cross-Functionally Effectivexc2xb7 Proactive, Resourceful, and Resilientxc2xb7 Agile and Adaptable to Changing Market ConditionsGeneral working conditions (e.g. shift work, drivers' license, specific tools, special clothing, environmental requirements, etc.)xc2xb7 Role operates across corporate, pharmacy, wholesale, independent retail, and informal channels.xc2xb7 Requires flexibility to work outside standard hours during major campaigns or planning cycles.xc2xb7 Valid driver's license and access to a reliable vehicle are essential.Travelxc2xb7 The role requires 90% national & regional travel based on customer engagements, trade planning, and regional reviews.xc2xb7 Travel includes planned and ad-hoc visits, with periodic overnight stays depending on trading cycles and geographic coverage.