Open Market Channel Manager at PZ Cussons

Job Purpose:

• Implement the sales strategy to deliver agreed business objectives within assigned open markets
• Responsible to: Zonal Manager
• 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 

Qualifications

Knowledge, Skills & Experience Needed:

•  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