Job Purpose:

• Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory.

Responsible to:

Area Sales Manager

Responsible for:

• Van Sales Representative/Open Market Sales Representative
• 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 with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities:

• Achieve agreed business objectives/KPIs for the territory( Sell-out, Focus Brands, NPD listing, POP deployment, promotions etc.)
• Implement outlet coverage strategy in assigned territory, enlist and keep updated database of relevant outlets.
• Achieve sales drivers (Quality, Distribution, Visibility, Price/promotion) objectives for the territory.
• Manage and review the activities of the Secondary Sales Force in assigned territory
• Work with Area Sales Manager to develop Joint Business Plan
• Monitor and manage execution of all Promotional /launch/ agencies activities in assigned territory.
• Lead Market intelligence gathering and competitor activity monitoring and report timely.

Measurement/Performance Indicators

• Target vs. Actual monthly/yearly performance (sell-out,e, KPIs
• Timely and quality of execution of trade and marketing

Activities in assigned territory)

• Implementation of Territory Coverage Strategy
• Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Internal & External Relationships:

• Area Sales Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• Agencies
• 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)

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