Sales Consultant Off Trade

General Description of the Role

• The Sales Executive position is a key role in the local commercial team and will be responsible for managing and influencing key performance indicators and driving volume and market share through the sales force.

• The Off/On Trade Sales executive is responsible for planning & executing the brand objectives in the retail/off trade outlets.

• Ensuring that Commercial & Brand objectives for the off-premise channel, brand and customer KPI's are delivered (including: Sales, Profitability, Market Share). Reporting to the Teams Manager Inland Off Con, you will be responsible for the following:

• Track outlet level inventory & plan re-order of stocks as per inventory at outlets and monthly sales opportunity.

• Ensure that products are stocked and displayed according to approved planograms on unpaid shelves & paid elements (wallbays, gondola, shelf in shelf)

• Plan visibility elements & build displays in store as per the annual plan

• Ensure products are priced and ticketed correctly

• Provide various merchandising services to various customers

• Planning and execution in store/outlet with communication via on floor posters and outlet database messages as per state laws

• Adhoc administration duties when required

• Build relations with key person & counter salesmen, plan incentives

Trade Management

▪ Identify and implement new business opportunities.

▪ Optimized customer services.

▪ Formulation of account reviews and plans.

▪ Manage and maintain assets.

▪ Plan, execute and attend promotions and activations.

▪ Monitor competitor trends.

▪ Grow menu listings percentages of the brand portfolio.

▪ Build and maintain customer relationships.

▪ Increase the brands’ visibility in venues and outlets as per the guidelines.

▪ Anticipate customer needs and develop solutions to meet those needs.

▪ Brief and train promoters on the brand guidelines.

▪ Monitor sales and depletions for the on-trade and off-trade market.

Key Performance Indicators

▪ Customer database built & maintained.

▪ Call schedules developed & maintained.

▪ Daily / weekly / monthly planning.

▪ Market potential opportunities identified, prioritized, actioned & tracked (Volume targets / Market Share / In-trade execution).

▪ Promotions, Campaigns, & POSM planned, deployed & tracked.

▪ Key Customers seen as per call schedule

▪ Call execution & order objectives met.

▪ Additional opportunities identified and appropriate action taken.

▪ Competitor activities monitored and actioned against.

▪ Customer negotiations conducted as required.

▪ Information systems / tools fully utilized, Sales Force Automation

▪ Authenticity and currency of information maintained.

▪ Information security maintained in accordance with Company Information Protection Policy.

▪ KPI progress maintained.

▪ Expenditure controlled within budget.

▪ Reports generated, analyzed, actioned & tracked.

What we are looking for:

• Self-starter

• Liquor Industry experience of 4 – 6 yrs

• Ability to network and build relationships

• Previous merchandising &/or retail experience

• Knowledge of the retail activation planning/ management/ operation

• High attention to detail

• Excellent time management skills

• Basic to intermediate MS Office (word, Excel, Outlook and PowerPoint)

• Ability to work varied hours

• Knowledge of the Liquor industry and regulatory environment, and communication guideline

Skills, Experience and Education

Knowledge:

• Sales/Marketing principles and practices

• Tailored sales procedure principles

• Manage execution standards

• Knowledge of the liquor industry, particularly On-Trade and Off-Trade

Attributes:

• Able to build positive relationships

• Ability to plan, negotiate, execute pouring contracts

• Team player who can work independently

• Presentation Skills

• Self-Management Skills

• Assertiveness

• Attention to details

• High energy levels and drive

• The ability to deliver results, overcoming difficulties, anticipating the future of the business/work and driving change.

• The ability to find, implement and disseminate a culture of innovative solutions.

• The ability to put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones.

• The ability to take effective decisions balancing market, products, financial and organizational issues.

• Travel: 80%

Qualification & Experience:

• Matric and completed 3 year sales/marketing qualification would be advantageous

• 3 years relevant FMCG experience in sales and marketing

• Experienced driver with a Code 08.

• Experience and knowledge of Formal On and Off