Sales Operations Lead at PZ Cussons

Job Purpose:

Provide operational leadership and control of the on-going administrative, budgeting, internal and external communication and to provide a controlling resource for the Sales Director, NSM, NSCM and Regional Sales Managers

Responsible to:

Director/Head of Sales

Responsible for:

Sales Operations Manager

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 administration of sales organization and its operations
• Ownership and reporting of controls (KPI dashboard) and processes within sales, inclusive of SLOB/Damaged stock accountability
• Work with Supply Chain to ensure that all sales orders from the regions are generated and delivered on time
• Work with Demand/Sales Management to develop and allocate sales targets especially across channels and ensure that such targets are advised quarterly in advance to the field sales team
• Preparation and payment of all agreed commitments to trade partners.
• Prepare annual budget of trade tools and resources and ensure timely procurement and allocation to deliver the sales objectives.
• Monitor and report compliance to policies, claims and correct any observed non-compliance
• Regularly review and simplify sales processes
• Work with other leadership team to identify and develop successive business leaders.

Measurement/Performance Indicators

• Target vs. actual performance of agreed KPIs (monthly/yearly)
• Optimisation of resources
• Quality of Field Sales support (Timely availability of trade tools e.g laptops, phone, vehicles, selling tools etc.)
• Coaching and development plan
• On time and in full payment of commitments within trading terms

Internal & External Relationships:

• Sales Director 
• Heads of Department (Marketing/Sales/Channel/Supply Chain/Finance/HR)
• Line Managers (Performance Management, recruitment, induction)
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

• First Degree in any discipline
• Post Graduate degree will be an added advantage

Experiences: (What experience brings success to this role)

• Minimum of 6 years in marketing or sales, and over this period has successfully delivered on KPIs
• Experience in either Channel, Customer or Field Sales management
• Has demonstrated success working cross functionally.

Knowledge: (What does the person need to know)

• Knowledge of Business strategy development
• Advance knowledge of Microsoft Excel (including Power Query, Power Pivot tools) to pull large data across multiple sources together.
• Experience with Power BI is a nice-to-have but not necessary
• Knowledge of sales dashboard development and reporting
• Knowledge of customer management, commercial planning process and trend analysis
• PZ Cussons Leadership competencies

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

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