Open Market Channel Sales Manager 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 Neighbourhood

Responsible for:


Van Sales Representative
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 VSR and achievement of their secondary sales
Expand Coverage in the Neighbourhood outlets
Provide availability of MSL in the Neighbourhood outlets
Coaching and accompaniment of VSR
Effective promo management in the Neighbourhood outlets
Ensure SFA parameters are tracked and achieved
Drive excellent brand visibility through picture of success and implementation
Market intelligence gathering and competitor activity monitoring and report timely.


Measurement/Performance Indicators:​


Coverage
Achieve secondary sales target
Weighted distribution target
Agreed VSR coaching & Accompaniment


Internal & External Relationships:


Zonal Manager
Marketing/Sales/Channel/Supply Chain/Finance/HR team
Customers
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)
PZ Cussons Leadership Competencies required:


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.