[LTR]JOB DESCRIPTION

DEPARTMENT: SALES AND MARKETING

JOB TITLE: Sales manager

JOB TITLE THIS POSITION REPORTS TO: Sales director

DIRECT REPORTS: Sales representatives

BRIEF DESCRIPTION OF JOB PURPOSE:
Manage the sales agents to achieve customer service objectives, sales volumes and value objectives. To train and motivate the sales agent team to deliver world class service

QUALIFICATIONS, EXPERIENCE, COMPETENCIES:
Qualifications:
Grade 12 plus Sales & Marketing Diploma

Experience:
· 5 years sales experience, with 2 years at senior level within a target driven environment
· In-house sales training

Knowledge:
· Exposure to chain stores
· Computer knowledge, specifically MS office applications
· Knowledge of Budgeting, principles etc

Skills:
· Superior people skills
· Excellent motivational Skills
· Strong leadership Skills
· Excellent organisational Skills
· Sound written and verbal communication skills

Leadership competencies:
· Driving accountability
· Drive and energy
· Initiating action
· Building and maintaining stakeholder relationships
· Cross-cultural awareness
· Impact and influence
· Organisational understanding
· Business understanding
· Facilitating and managing performance
· Attracting, developing and retaining talent
· Strategic focus
· Articulating and cascading the vision and values
· Decisive insight
· Team leadership
· Communication skills


KEY RESPONSIBILITIES OF THIS ROLE:
1. Manage and lead sales team
2. Formulate sales reports
3. Help develop and implement sales strategy
4. Manage key accounts

MAIN ACTIVITIES OF THIS ROLE:
1. Sales meetings
· Attend monthly sales and marketing meetings
· Attend monthly cycle meetings
· Conduct monthly territory sales meetings with the agents’ supervisors monthly
· Review objectives and actions against standards
· Recognise achievements
· Act on non -delivery when necessary
· Set monthly objectives
· Maintain account standards for the sales excellence program
· Arrange promotional programs, activities and events
· Conduct sales performance reviews
· Set and agree targets and objectives for the next cycle
· Coordinate price changes and the actions required
· Coordinate new launches and re-launch activity
· Monitor the use of the point of sale system
· Present information available from other departments/sales regions, i.e. brand managers, category manager and account managers to the sales team to improve understanding, performance and the achievement of objectives

1. Customer sales reviews:
· Complete a bi-monthly review with top stores/performers to discuss previous sales history by category
· Identify opportunities going forward, coming out from the review
· Record and brief your team on the agreed actions
· Set timelines

2. Compile reports and documents
· Complete four score cards per week with actions and objectives. Discuss one-on-one with people responsible
· Forward all reports to the regional sales manager
· Identify issues monthly (include distribution centre split so sales reps are accountable)
· Manually adjust actions for promotional activity and track actions daily.
· Discuss actions with sales team daily and summarise weekly
· Book promotions and ensure everyone gets a copy of the monthly volume driver document and written expectations i.e. stand quantities
· Observe trade actions and record on a standard template for monthly meeting
· Launch specific drives i.e. launches, projects, stand placements
· Ensure you brief supervisors on key points at monthly meetings


3. Sales strategy

· Participate in formulating regional sales and season strategies

4. Customer Service
· Achieve company customer service objectives.
· Identify and implement improvement areas for added value opportunities by store via agent supervisor or store controller
· Capture key dates and actions for opportunity plans
· Sell the opportunity. Seek approval from the store owner or management and direct your team
· Co ordinate events and activities. Brief your team about expectations, execution and support they can expect, i.e. launches, season activity, specific drives, promotional programs, special projects
· Take immediate action on non-compliance to time sensitive activities that will cost the company
· Regularly review customer service levels with key customers
· Build a solid professional relationship with key clients
· Understand day-to-day demand and supply issues and keep the sales team informed
· Be aware of any issues that may compromise business in your area
· Build a relationship and interact with the demand and supply team
· Stay up-to-date with point of sale information, promotional programs, stock availability, launches, plan-o-grams, price point strategies, long-term negotiated activity. Keep your team updated with same
· Employ proper in-store housekeeping strategies to ensure stock is always in a saleable condition
· Identify problem stores and implement actions to improve
· Professional dress and conduct at all times
· Become familiar with relevant company policies

5. Account standards
· Ensure sales agents are trained on account standards and understand what is expected
· Ensure account standards are maintained
· Set realistic monthly objectives to achieve account standards
· Ensure your team has the tools to achieve expectations
· Do weekly trade visits to ensure teams are implementing retail excellence
· Spend 70% of working time with team
· Address poor performance timeously
· Reward good performance

6. Leadership
· Manage the section within time and budget
· Plan, select, develop and maintain suitable manpower capabilities for the function
· Develop, lead and maintain a motivated and high performance team
· Identify and timeously address functional related problems and opportunities
· Build and maintain relationships with stakeholders
· Provide technical direction
· Ensure compliance with relevant legal and statutory requirements and internationally accepted environmental, health, safety and quality standards[/LTR]