Job Purpose
To drive the Diplomat sales strategy for Traditional Trade customers through the Traditional Trade team and ensure alignment with the customer strategy.
Responsible for the development and building of the channel, the structure and managing of customer relationships which is critical to the role.
To build and maintain relationships with customers. To ensure that all the aspects impacting the customer accounts are well managed and eliminate any barriers in achievement of sales targets.
To manage, coach and guide sales team in terms of execution and implementation of Diplomat SA's sales strategy and ensure compliance with Diplomat SA's policies, practices and procedures and trading standards.
Key Responsibilities
- Drive the sales strategy for customers through the team. Facilitate and enable meeting of sales targets within budgetary constraints and in compliance with the trading standards and parameters/criteria set by the supplier/vendor.
- Facilitate the commercial process for customers.
- Conduct budget management and allocation for promotional activities as per the KBD trackers.
- Guide the KAMs in setting viable trading terms which provides best value to the customers.
- Be the customer champion, address and resolve issues escalated from KAMs and RMs and actively engage with customers on a regular basis.
- Build and maintain business relationships with modern trade to enable sales and volume growth.
- Develop and implement pricing strategies and changes to prices of products
- Assist with the forecasting during times of product and price changes.
- Support the allocated store plans and ensure discount structures are alignment with expectations.
- Ensure compliance to point of sale and price point for products and continuously communicate to all sales team members.
- Conduct joint partner meetings with customers, sub-distributors etc. to drive volumes and profitability by providing better range of products and appropriate SKUs.
- Develop and demonstrate a thorough understanding of the customer's business.
- Ensure the effective management of the customer account and timeous problem solving.
- Check and sign off financial documents (claims, accommodation etc.)
- Ensure compliance to Diplomat commercial requirements prior to appointment.
- Compile and update price lists and ensure upload on master data to enable the sales team to sell correctly.
- Identify and manage the emerging risks and challenges in the informal trading market.
- Review and validate the trading terms, promotional grid, customer head office strategy etc. prepared by the KAMs/RMs/Sales representatives.
- Ensure compliance of prices, deals, claims with the criteria set by the vendor/supplier.
- Conduct reconciliation on accounts to establish any outstanding transactions.
- Support the finance team in debt collection and resolution of payment issues.
- Share key customer, markets and competitor insights with the sales team.
- Stay abreast of latest developments in the industry.
- Take responsibility for self-development through self-study, identification of learning opportunities.
- Track performance of the KAMs against set KPIs, identify non-performers and recommend appropriate action.
- Coach and mentor KAMs to grow into successful team members.
- Conduct training needs analysis for KAMs and implement training interventions (brand promotion, counting shelf space, product knowledge, negotiation skills etc.).
- Plan and conduct the induction process for new team members.
- Completed Sales or Marketing Degree preferred.
- 10 years Sales & Marketing experience within the Traditional trade environment of the FMCG industry.
- Must have 5 years commercial experience managing key accounts of the traditional trade channel.
- 3 - 5 years experience managing the commercial team within thetraditional trade channel.
- Advanced knowledge of MS Office, including relevant Sales systems.
- Advanced skills in the following:
- Relationship building and communication
- Industry knowledge and product knowledge
- Process management , change management & flexibility
- Planning and organising
- Analytical skills and business acumen
- Business report writing & presentation
- Own reliable transport with a valid driver's license.
- Ability to travel to the regions as and when required.
