Territory Development Supervisor (Cape Coastal) at Mars

What are we looking for?

• Diploma or Grade 12
• Tertiary education in Sales & Marketing
• A minimum of 3 years work experience as an in-field sales professional in the FMCG industry
• Customer management skills
• Strong negotiation skills
• Good communication and interpersonal skills
• Possession of valid drivers license with a safe driving record.
• Ability to lift up to 40lbs, sit, stand, walk and kneel for long periods of time.
• Live within territory boundaries.

Context and Scope

• Execute the field sales operational plan in line with the Perfect store initiative as well as the quarterly cycle brief and account plans through engagement with the Mars Regional Sales Managers and the customer /channel they are accountable for.
• Develop a compelling instore execution plan, utilizing key insights generated by customer & category activation team.
• Identify specific key growth drivers (e.g.  WD, share of shelf, POI, assortment and product mix, promo), and optimize trade investment in line with the allocated spend per customer and store.
• Engage internal and third-party sales resources to ensure consistent delivery against KPI targets for:
• Customer promotional compliance
• Perfect store compliance
• Reduction of NSR by customer channel
• Execution of Front-end space
• Execution of NPI & Speed to Market
• Engage with sales partners and regional managers to formulate instore on the job training based on Perfect store execution standards for our sales partners field force.
• Manage a route cycle to ensure a breath of stores are visited to measure instore execution standards against the Perfect store KPI`s as well as provide detailed feedback and action plans to manage corrective behaviour.
• Review our sales partner’s coverage in conjunction with the regional managers to identify and coverage opportunities and agree next steps.

What will be your key responsibilities?

• To develop breadth of availability, visibility and distribution through excellence in execution across the Alternative Channel formats servicing Traditional trade as well as Modern Trade including, but not limited to: Petroleum, Franchise stores, Sub-distributors, Corporate accounts, Liquor & pharmacy outlets, according to the Sales Metrics set for the Channel.
• To manage, measure, support and motivate our Sales Partners to drive availability & quality execution in trade that meet the Growth Targets & Sales Metrics set out by our business including, but not limited to:  Our Perfect store initiative, distribution gap closures, Activity Compliance, Speed to Market, NSR’s and ADHOC drives.
• To have a key understanding of consumer / shopper Demographics, Data, & Trends to build compelling category & customer business solutions that add value to our Customers.
• Negotiate range, share of shelf, placement & POS directly with customers, while managing the efficient & effective implementation of the agreed activities with our Sales Partners that delivers Best in class customer service.
• Financial management of Costs (Travel, Communication, Meetings, In Store Trade Expenditure, Company assets)
• Manage our Sales Partners to ensure the correct product range, stock levels & freshness are available to support the infield execution plans and reduction of NSRs in the region.
• To build collaborative relationships internally with key stakeholder departments (Marketing, Trade Marketing and Customer Development) to influence the RTM solutions for the Alternative Channel
• To build collaborate relationships with the customer regionals, replenishers and or buyers for the relevant accounts being managed.
• To develop our breadth of availability, visibility and excellence in execution across the Alternative Channel formats (Petroleum, Sweet Specialty, Catering, Liquor & Pharmacy formats, Corporate and / or franchise accounts) according to the Sales Metrics set for the Channel.
• Ensure compliance of all relevant Q&FS standards.