Zonal Manager-TEC Appliances (G5) at PZ Cussons

Job Purpose

• To manage key accounts in the key regions with the highest NIV by ensuring proper Trade Pricing, Trade promotion & Customer debt. To create and execute annual business plan with key accounts in the zone.

Reporting Relationships:

• Reports to:  Regional Commercial Manager
• Direct Report:  Sales Supervisor
• Peers: Zonal Managers in same & other regions
• Dimensions: Team size:   3-4
• Indirect report: 10-15 (Showroom assistant/ Merchandiser)

Principal Accountabilities

• Achieve agreed Sales targets for EXC (SB Dept.) in the zone
• Achieve total TRD/MB (MD ELECTRICAL + SUPERMARKET +WS Distr) Sales Targets the zone(s)
• Implement Joint Business Plans for key accounts (SB DEPT)
• Ensure implementation of all showroom display and audit guidelines
• Implement company credit policy with zero tolerance on bad debts
• Monitor the implementation of promotional activities to maximise ROI
• Lead & drive intense customer contact & engagement within the zone(s)
• Ensure own and team monthly journey plan for customer contact & engagement in the zone(s)
• Ensure listing of NPD and delisting of run-out models
• Increase distribution penetration & expand the customer base
• Ensure price compliance & conduct monthly price audit for all relevant
• Report on competitor's activity, new product, trade promotions, people movement, dealer recruitment & termination
• Coaching & Accompaniment for Sales Supervisor
• Stock Management for zone(s)

Internal & External Relationships:

• Most significant relationship is with Dealers Networks include Trade Marketing, Finance, Marketing, Human Resources, and AfterSales Service & Supply Chain.

Knowledge, Skills & Experience Needed

• Relevant Degree in any discipline
• Computer proficiency esp. MS Word, Excel and PowerPoint.  
• 5-8 years relevant working experience in FMCDs or Retail outlet n
• Good experience for managing mega distributors and key distributor
• Responsible for developing white spots areas and other business development initiatives as the opportunity arises
• Responsible for Dealers / Showroom assessment are meeting the standards
• Good knowledge of inventory management, credit control
• Self-driven and possess very high levels of energy, motivation, enthusiasm, drive and resilience.
• Strong interpersonal skills so as to effectively work with internal and external customers.
• Must be exceptional at business development with extensive customer interaction.

Job Context & Special Features:

• Relationship focus Team player Cultural sensitivity Willingness to travel extensively (approx. 80%).