Area Sales Manager at PZ Cussons

Department Strategic Objectives

• Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives

Job Purpose:

• Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned area.

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

• Manage the activities of the field sales team in assigned area
• Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradeex, POP deployment etc.)
• Achieve sales drivers (QDVP) objectives for the area
• Manage Sell in and sell out of Customers in the Area
• Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
• Develop and ensure implementation of outlet coverage strategy for the area
• Implement agreed Route to market strategy in assigned area.
• Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
• Identifies training needs of RDM’s, works with RSM, Regional Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
• Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
• Provide market intelligence report in assigned area

Measurement / Performance Indicators

• Development of Joint Business plan of customers in the Area.
• Target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
• Coverage strategy and implementation
• Coaching and development plan implementation

Internal & External Relationships:

• Regional Sales Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Line Managers (Performance Management, recruitment, induction)
• Key Distributors/Customers
• Government agencies within Area
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed
Qualifications:

• First Degree in any discipline.
• Computer literacy (MS Word, Excel, PowerPoint).

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

• Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Demonstrated ability to coach and develop people
• Field Sales management experience

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

• Good knowledge of business objectives and priorities.
• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
• Knowledge of Field Sales, Channel or Distributor Management
• PZ Cussons Leadership competencies

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

• Commercial Acumen - Developed
• Customer Management - Developed
• Negotiation Skills - Developed
• In Market Execution - Developed
• Selling Skills - Proven Strength
• Sales Drivers - Proven Strength
• Channel Strategy - Developed
• Presentation & Communication Proven Strength

PZ Cussons Leadership Competencies required:

Required Behavioural Competences:

• Act Authentically by being  open, welcoming and genuine
• Build Capability by pushing for opportunities to learn and grow towards achieving organisational objectives.
• Challenge Convention - be courageous to challenge in the right way for the right reasons.
• Deliver Fast and Smart by planning and organising activities to achieve defined goals.
• Establish Connections internally and externally to better serve our customers and other stakeholders.
• Focus to Win by demonstrating drive and resilience to achieving agreed objectives.