Area Sales Manager (FMCG)

Main Purpose of the Job:

The main purpose of this position is to manage a sales area through tracking, recording, and monitoring the sales teams within a specific region.

Key Responsibilities:

Sales Management:

• Participate in demos, promotions and marketing events and evaluate the success thereof.
• Provide support and assistance to Sale Representatives with store openings.
• Meet with client to discuss opening order.
• Prepare quotes for store openings.
• Arrange with Marketing for presenters for demos and distribute to Sales Representatives and Telesellers.
• Prepare promotional materials for Sales Representatives.
• Analyse and review discrepancies.
• Walk through floor plan for store opening.
• Assist with product deliveries.
• Monitor progress of performance to budget on core categories: Ingredients, Casings, General Merchandise.

Sales Growth:

• Identify lowest market share customers and ensure targeting.
• Conduct route visits on a monthly basis.
• Visit every platinum customer and ensure we are delivering good service.
• Visit potential customers and ascertain needs.
• Look for new products and add value at each customer.
• Liaise with NPD and TIC regarding product specification on customer request.
• Communicate new product and service opportunities, and special developments.
• Discuss service level with clients.
• Review volumes with clients in terms of expectations and current offering.
• Sell the complete basket and increase sales by selling at a healthy % margin.

Call Compliance Monitoring:

• Manage reporting team’s call compliance to maintain a 90% compliance daily.
• Prepare and update call cycle plans.
• Schedule call cycles for reports.
• Monitor call compliance on a daily basis from daily reports received from IIntegrate.
• Review weekly call cycles to ensure 100% of all customers scheduled within a month.
• Complete weekly reviews on scheduling portal.
• Discuss compliance with Sales Representatives on a weekly basis.

Leadership/ People Management:

• Oversee progress towards achievement of targets through regular communication and strategic guidance.
• Provide training to consultants to ensure sales and customer service growth.

Requirements

• A completed, relevant tertiary qualification (Business/ Sales/ Marketing/ Retail).
• At least 3 years' experience in a Sales Supervisor or Sales Manager role required.
• Experience within FMCG dealing with major retailers.