Market Development Representative (MDR)

SUMMARY:
To engage and open relationships with outlets and actively "seed" the BevCo's portfolio

POSITION INFO:

Based in a defined geography the primary purpose is to directly develop spaza's, mini-supermarkets and tuckshops on behalf of BevCo - must have intimate knowledge of the geography the informal retail dynamics and outlets matched to BevCo's strategic growth objectives for the area.

Key Accountabilities and Outputs

Customer Management Objectives

• To be actively engage and open relationships with outlets on behalf of BevCo (against set call rate and conversion targets) = actively 'seed' BevCo's portfolio into a defined area and large channel of informal retailers

• To build and retain an active base of informal retail clients and to constantly service that base weekly/monthly

• To facilitate informal retailers to direct BevCo purchases from the local wholesalers, bulk breakers, and/or distributor

• To ensure company assets (refrigeration; signage) are managed per BevCo governance requirements

Sales and Trade Marketing Objectives

• To actively support the sales and distribution targets into informal retail (pull) from local wholesalers, bulk breakers, distributors for the area

• To assist in execution of the marketing plan for the area as required (including activations, promotions, fridges, POSM)

• To ensure BevCo merchandising and pricing compliance standards are sustained (in conjunction with GT rep as relevant)

Additional Region-Specific Accountabilities and Outputs

Qualifications and Experience

• Grade 12 / Matric / NQF level 4

• Up to 2 years' experience (Operational Execution) FMCG, experience in sales

• Basic knowledge of PC, or potential to acquire it

Key Accountabilities and Outputs

Customer Management Objectives

• To be actively engage and open relationships with outlets on behalf of BevCo (against set call rate and conversion targets) = actively 'seed' BevCo's portfolio into a defined area and large channel of informal retailers

• To build and retain an active base of informal retail clients and to constantly service that base weekly/monthly

• To facilitate informal retailers to direct BevCo purchases from the local wholesalers, bulk breakers, and/or distributor

• To ensure company assets (refrigeration; signage) are managed per BevCo governance requirements

Sales and Trade Marketing Objectives

• To actively support the sales and distribution targets into informal retail (pull) from local wholesalers, bulk breakers, distributors for the area

• To assist in execution of the marketing plan for the area as required (including activations, promotions, fridges, POSM)

• To ensure BevCo merchandising and pricing compliance standards are sustained (in conjunction with GT rep as relevant)

Key Qualities

Critical Success Factors

• Customer Perspective

Communication

• Routine communication with customers or clients

Problem Solving

• Proactive identification of problems that are concrete and procedural, troubleshoot and apply solutions in line with guidelines provided or escalate more complex problems to superiors, providing information required to solve problems.

Relationships Maintained

• Others outside of own work area but inside the organisation

Behavioural Competencies

Negotiation

• Able to recognise a situation in which negations are required

• Able to listen to the opposition's argument attentively with the aim of reaching an effective outcome

• Able to tactfully present facts on a "need to know basis" to ensure a successful outcome.

• Able to refer to facts presented by the opposition to strengthen argument.

• Possesses the interpersonal skills necessary to negotiate an effective outcome

Customer Relations

• Asks questions to identify customer needs or expectations

• Follows through and meets personal commitments to others on time

• Takes responsibilities seriously and consistently meets the clients' expectations for quality, service, and professionalism.

• Continuously monitors delivery to make sure the customer is receiving good service

• Shows a strong commitment to exceeding customer expec