Job Description

Commercial



Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. May be responsible for work of others.



Job Purpose



To implement a market driven differentiated service that builds sustainable competitiveness within clearly identified channels, thereby delivering sustainable growth in brand equity, sales volume, market share, competitive advantage and corporate reputation.



Key Accountabilities and Outputs



Customer Development



Manage and build customer relationships with Outlet owners



Drive weekly customer calls per outlet to build effective partnerships and resolve customer issues



Ensure all current, correct customer master data captured onto Rapid Trade and is maintained



Achieve customer sales volume targets



Ensure each outlet buys directly from the Company consistently on a weekly basis



Execution Guidelines



Ensure the delivery of product availability, merchandising, promotions, pricing and space in each and every outlet



Monitor volumes by outlet to ensure 100% availability of key brands and packs through forward planning



Manage stock rotation to ensure 100% availability



Drive the effective execution of selective merchandising implementation in the consumption and purchase zones



Negotiate and execute interior and exterior price communication; capture price priorities; ensure price point compliance and execute on the overall price and promotion campaigns throughout the year



Asset Management



Manage the Company refrigeration assets by driving governance and compliance



Manage all the Company assets in the outlets including permanent merchandising and signage



Ensure the Company products are stocked in fridges as per guidelines



Conduct asset verification surveys (Fridges, etc.)



Assist customers with managing stock replenishment to minimise stock outs



Manage stock rotation and quality



Qualifications and Experience



Grade 12 / Matric / NQF level 4



Up to 2 years experience (Operational Execution) Experience in a sales/marketing/FMCG environment



Basic knowledge of PC, or potential to acquire it



Key Qualities



Critical Success Factors



Customer Perspective



Communication



Routine communication with customers or clients



Problem Solving



Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.



Relationships Maintained



Others outside of own work area but inside the organisation



Behavioural Competencies



Customer Relations



Asks questions to identify customer needs or expectations



Follows through and meets personal commitments to others on time



Takes responsibilities seriously and consistently meets the clients expectations for quality, service, and professionalism.



Continuously monitors delivery to make sure the customer is receiving good service



Shows a strong commitment to exceeding customer expectations



Able to own responsibility for mistakes, apologise and make suitable changes to services



Negotiation



Able to recognise a situation in which negations are required



Able to listen to the oppositions argument attentively with the aim of reaching an effective outcome



Able to tactfully present facts on a need to know basis so as to ensure a successful outcome.



Able to refer to facts presented by the opposition to strengthen argument.



Possesses the interpersonal skills necessary to negotiate an effective outcome



Planning and Organising



Manages time effectively, ensuring effective completion of tasks under stressful deadlines.



Able to prioritise activities and resources, ensuring that results are achieved effectively.



Able to evaluate progress and make appropriate adjustments to initial plans, ensuring a successful outcome.



Knowledge of Business



Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current



Describes the important impacts that one has on the success of ones functional area and on company results; demonstrates a knowledge of the customers business



Uses business understanding to make sound decisions and influence the decisions of others



Continuous Improvement



Increases performance expectations when success has been achieved



Seeks out sources of information, including trade associations, best practice companies, customers, peers, subordinates, etc.



Finds ways to fast-adapt improvement ideas to work processes



Proactively seeks out resources, alliances, etc., needed to quickly introduce improvements