Regional Sales Manager: Inland (Gauteng) at McCain Foods

PURPOSE OF THE JOB:

To take a lead role in the development and execution of effective sales strategies within the defined geography area allocated and to maximize and capitalize on sales opportunities and ensure the on-going achievement of strategic goals and objectives, particularly Volume , Nett Sales Value and Gross Profit. To maintain responsibility for managing and developing Distributors as well as Operators to meet revenue and growth objectives while targeting key customer segments. To plan, direct and co-ordinate sales, for the region, by establishing sales territories, quotas, and goals. To analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.  To contribute to the strategic and operational direction of McCain.

KEY PERFORMANCE AREAS:

Achieve budget, Gross Profit, Nett Sales Value and Volume for Food Service;

• Develop and implement sales activity plan and budget with objectives, strategies and key performance indicators for the Inland / Free State Region.
• Achieve annual Gross Profit, Nett Sales Value and Volume, through the implementation of sales plans with defined targets, plans to drive targets, innovation and communication plans to Distributors.
• Manage Gross Profit, Nett Sales Value and Volume in terms on-going analysis, investigation and reporting on sales information from Vantage.
• Budgetary and P&L responsibilities including formulating budgets, revenue forecasts etc., ensuring profitability at all times.
• Own forecast for region in agreement with the Commercial Exec FS and the strategy within the Distributors, review on a monthly basis with the demand team.

Drive the IO Route to Market Strategy – End to End including all Environments;

• Optimize route-to-market by defining and implementing a distributor strategy.
• Define and develop relevant distributor segmentation and allocate tailored service packages.
• Analyse data to identify opportunities, communicate to Operational Team and measure success.
• Analyse "Salesforce" data to identify opportunities, provide direction to the Operations team and measure success.
• Develop and oversee the implementation of MWOW (McCain Ways of Winning) in IO’s being Joint Business Plans, Quarterly Business reviews.
• Assess, train and coach Area Sales Managers.

Manage and Maintain Forecast for Specified Region;

• Regional FS Sales Forecasts by month, quarter and yearly.
• Implement Scorecard across team, manage and review weekly – weekly feedback to Commercial Exec.
• Report on progress against targets and forecasts.

Develop Relationships with Key Customers at Senior Level;

• Implement weekly, monthly, and quarterly visits to key customers at regional level.
• Plan and implement customer, relationship, retention and development strategies.
• Compile and present quarterly business reviews with all Distributors assigned to the Region.
• Compile and present yearly and negotiate trading agreements if required.
• If necessary, do realignment for them to achieve joint business plan.

Implement Pubs & Bars, IO and Distributor Strategies in Region;

Participate in Setting of Strategic Objectives;

• Monitor and measure alignment through accurate reporting on objectives set out in the joint business plans per customer.
• Work closely with customer marketing in defining Quarterly Focus Strategies in line with MWOW principles.
• Monitor and report on SalesForce Implementation.
• Monitor and report on each plan against Gross Profit, Nett Sales Value and Volume achieved.

EDUCATIONAL & EXPERIENCE REQUIREMENTS:

• Degree in the Commercial Field.
• Grade 12 or equivalent.
• Five years Food Service sales experience in an FMCG environment with 3 – 5 years management experience.

PERSON SPECIFICATIONS

• Business Insight: Applying knowledge of business and the marketplace to advance the organizations goals.
• Customer Focus: Building Strong Customer relationships and delivering customer centric solutions.
• Manages complexity: Making sense of complex, high quantity and sometimes contradictory information to effectively solve problems
• Decision quality: Making good ad timely decisions that keep the organization moving forward.
• Directs work: Providing direction, delegating and removing obstacles to get work done.
• Drive Results: Consistently drive results even under tough circumstances.
• Plans & aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures accountability: Holding self and others accountable to meet commitments.
• Collaborates: Building Partnerships and working collaboratively with others to meet shared objectives.
• Attracts top talent: attracting and selecting the best talent to meet current and future business needs.
• Drives engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.
• Courage: Stepping up to address difficult issues, saying what needs to be said.
• Being resilient: Rebound from setbacks and adversity when facing difficult situations.
• Manages Ambiguity: Operating effectively, even when things are not certain, or the way forward is not clear.
• Customer negotiations skills.
• Drive for results.
• P&L responsibility.
• Managing conflict.