Matanuska
Job Title: Retail and Van Sales Representative (Bulawayo)
Reports to: General Manager – Sales
Purpose of the Position
To contribute to the business growth profitability through achieving set Van Sales and Retail channel sales volume growth, price and customer service targets.
Key responsibilities
Volume targets achievement
1. Preparation of daily, weekly, and monthly and annual sales plan for Vendor sales channels in the Southern Region.
2. Execution of volume growth plans.
3. Managing returns from Vendor sales to ensure GPs are not affected.
4. Analyzing daily sales and coming up with actions to close variance on targets.
5. Developing and implementing actions to attract customers from competition and growing the customer.
6. Manage seasonal volume cycle to ensure production volumes are moved and customers maintained in shortage periods.
7. Providing an accurate demand plan to the Warehouse and Distribution Supervisor to ensure no stock outs.
Pricing
1. Achieve pricing that is at a premium compared to those being achieved by competition.
2. Keeping track of price trends in the market and recommending competitive price structure.
3. Responsible for transparent Vendor sales operations, achieving set prices and premiums.
Revenue
1. Achieving daily revenue targets to fund the business cashflow plans.
2. Keeping daily record and analyzing grades sold and recommending better sales mix to meet budgeted revenue targets to the Sales Manager (MT).
Service delivery
1. Fostering sustainable relationships and loyalty with vendor customers and increase the customer lifetime value.
2. Achieving set Vendor sales market share target.
3. Achieving minimum 85% customers satisfaction survey score conducted by the Quality Assurance department.
4. Proactively communicating with customers on important issues including but not limited to price reviews, promotions, supply issues, etc.
Stock control
1. Ensuring zero stock losses by executing set stock control procedures from bulk warehouse to Vendor Sales to returning unsold stock to bulk warehouse
2. Daily analysis of the Sage Sales Report and other relevant reports and taking prompt actions on any variances.
3. Ensuring the Sage Sales report is signed daily by the Sales Manager and depot Accounting Officer.
Packaging control
1. Recording all packaging given to vendor Sales and managing and controlling the movements of assets at the depot.
2. Achieving zero packaging variances issued to sales by the warehouse.
Market Intelligence
1. Research on key trends vendor trade markets and advising management for decision making.
2. Construction of weekly competitor reports including but not limited to market share, competitor volume plans, and implementing strategies to attract customers from competition.
Reports
1. The incumbent monitors, tracks and reports on all key performance indicators including, but not limited to volume and value growth; average prices; returns, sales by customer.
2. Analyzing variances vs budgets on a daily, weekly, and monthly basis and taking prompt corrective actions.
Skills, Knowledge and Experience required to deliver results in this Job.
Minimum 7 years’ experience in sales in FMCG industry, preferably dealing with perishables.
Degree or diploma in sales and marketing or business management
Experience in selling
Experience in depot sales an added advantage
Excellent planning, organization, and analytical skills as top skills.
Excellent and demonstrated verbal and written communication skills.
Good working knowledge of numbers for accurate decision -making.
Ability to build strong trade relationships and induce customer loyalty.
How will Performance be measured? (KPIs)
KRA KPI
Stock control Zero stock losses
Volume 100% achievement of set sales and channel mix growth targets
Price Achievement of set prices per size and class
· 10-20% premium on competition prices
Service delivery Minimum 85% score on customer satisfaction deliverables
· Minimum 60% market share
· 100% score on Vendor sales SOP compliance.
Packaging control 0% stock losses on crates/bins issued from Warehouse.