Job Openings at PZ Cussons

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                        
• Customer Management                   
• Negotiation Skills                            
• In Market Execution                        
• Selling Skills                                    
• Sales Drivers                                  
• Channel Strategy                            
• Communication/Interpersonal skills 
• IT Skills                                          

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Responsibilities 

• 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)