Zonal Sales Manager - Benin at PZ Cussons

Job Purpose


Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone


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.


Responsible To


Regional Commercial Manager


Responsible For


CSM, OM, Neighborhood, Golden Outlets & SSF


Key Accountabilities


Manage the activities of the field sales team in assigned zone
Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
Achieve sales drivers (QDVP) objectives for the zone
Manage sell-out of Customers in the zone
Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
Develop and ensure implementation of outlet coverage strategy for the area
Implement agreed Route to market strategy in assigned zone
Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
Provide market intelligence report in assigned area


Measurement/Performance Indicators


Achieve weighted distribution targets
Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
Coverage strategy and implementation
Coaching and development plan implementation


Internal & External Relationships


Regional Commercial Manager
Marketing/Sales/Channel/Supply Chain/Finance/HR team
Line Managers (Performance Management, recruitment, induction)
Key Distributors/Customers
Government agencies within Zone
PZ Marketing & Sales network


Qualifications
Knowledge, Skills & Experience Needed:


First Degree in any discipline
Computer literacy (MS Word, Excel, PowerPoint)


Experiences: (What experience brings success to this role)


Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
Demonstrated ability to coach and develop people
Field Sales management experience


Knowledge: (What does the person need to know)


Good knowledge of business objectives and priorities.
Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
Knowledge of Field Sales, Channel or Distributor Management
PZ Cussons Leadership competencies


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


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