Department Strategic Objectives

• Drive the delivery of customer and field sales business objectives towards the achievement of overall business objectives and growth agenda.

Job Purpose

• Implement the sales strategy to deliver agreed business objectives within assigned outlets

Responsible for:

• Agency staff at golden outlets
• Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff

Context / Scope

• A key contributor to the success of the PZ Cussons commercial strategic plan; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities

• Manage the top weighted Golden outlets in the territory – sell in and the delivery of products
• Recruitment of new outlets
• Ensure availability of MSL in the outlets
• Effective promo management in the assigned outlets
• Ensure Joint Business Reviews with the outlets
• Market intelligence gathering and competitor activity monitoring and report timely.

Measurement/Performance Indicators:

• Target vs. Actual monthly/yearly performance (sell-In) KPIs
• Agreed coverage plans
• Achieve secondary sales target
• Achievement of weighted distribution.

Internal & External Relationships:

• Zonal Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• Agency staff
• PZ Marketing & Sales network.

Knowledge, Skills & Experience Needed
Qualifications:

• First Degree in any discipline
• Computer Literacy

Experiences: (What experience brings success to this role):

• Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.

Knowledge: (What does the person need to know):

• Good knowledge of business objectives and priorities.
• Experienced driver with valid license
• Knowledge of Field Sales Management and Market Intelligence.
• PZ Cussons Leadership competencies

Functional or Technical / Business Skills: (What can the holder do):

• Sales Drivers - Emerging
• Channel Strategy - Emerging
• Communication/Interpersonal skills  Developed
• IT Skills - Developed.
• Commercial Acumen - Emerging
• Customer Management - Emerging
• Negotiation Skills - Emerging
• In Market Execution - Emerging
• Selling Skills - Emerging