Channel Sales Manager - Golden Outlets at PZ Cussons

Job Code: JR000109
Level: Grade 6
Department: Sales / Commercial

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 To:

• Zonal Manager.

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)

• 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.