Responsible for:

Open Market Sales Representatives

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 activities in all Open Markets in the assigned Territory
• Manage the OMSR
• Expand coverage in the Open Market
• Provide availability of MSL in the Open Market
• Coaching and accompaniment of OMSR
• Effective promo management in the Open Market
• Ensure SFA parameters are tracked and achieved
• Drive excellent visibility through picture of success implementation
• 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.
• Achieve agreed Coaching & Accompaniment target

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