Job Purpose

• To be an effective sales and merchandising agent to retail, franchise and wholesale customers by maintaining regular contact and providing relevant solutions based on a clear understanding of the Customer’s business, the macro environment and the Principal’s products.

Key Responsibilities

• Customer Engagement
• Where not defined, establish an effective route plan to achieve maximum call rate efficiencies each day for the month.
• Conduct research, preparation and planning to achieve the relevant objectives for both Vector and the customer. This includes:
• Analysis of the customer’s micro (business objectives, operational capacity, storage facilities, wastage etc) and macro environment (trends, competitors, economic climate etc).
• Analysis of Principal products and capabilities so that the right solutions can be matched to the gaps or opportunities found in the customer analysis.
• Execute Principal priorities for the month.
• Ensure successful promotional compliance and implementation.
• Revert on stores that are non-compliant re promotional activities.
• Securing the necessary resources to demonstrate to the customer the relevant solution (e.g. products needed for demonstrations, financial tools, product brochures etc.)
• Based on the above analysis, put together a monthly planner that shows potential revenue and new line listings, by customer, to deliver against set targets. Where relevant use the IT system to assist in monthly planning.
• In call, follow up previous sold solutions and present new opportunities based on real insight from the research and analysis done.
• Take orders of new line listings and other relevant solution products.
• Launch new products into assigned customers.
• Conduct planned promotions with assigned customers.
• Drive volume deals or deals provided by Principal key accounts managers with assigned customers.
• Feedback
• Provide quality feedback to the supply chain and other relevant functions when required as well as when there is pertinent information (i.e. competitor activity).
• Customer Relationship Management
• Maintain and expand the customer base by building and maintaining good relationships with key customers and recognising new customer opportunities.
• Understand key customers’ operations and strategies as well as their requirements and trends.
• Gather area market intelligence.
• Ensure the customer service policy is rigidly implemented and maintained.
• Resolve escalated customer queries and issues professionally and in the best interest of all parties.
• Supply Chain and Distribution Management
• Address area stock availability issues with depots.
• Oversee the area order taking and waste management process.
• Achieve New Product Development (NPD) & Depth of Distribution (DOD) target within 8 weeks of launch in line with the project plan and provide feedback on non-compliant stores.
• Ensure that you implement a daily pre-call planning schedule with clear objective that you need to achieve the following day on stores you need to visit. Pre-Call planning document should always be with you and be able to present to your manager or principal on request.
• Managing short-dated stock
• Analyse monthly queries and complaints (QNC) report on short-dated stock.
• Provide your regional sales manager with monthly feedback.
• Zero expired stock to be found on shelf.
• Ensure your staff log short-dated stock within the principal requirements.
• Team Coordination and Self-Management
• Champion training and development of self and others through utilising available training opportunities.
• Demonstrate willingness to help others and “go the extra mile” to meet team targets and objectives.
• Follow through to ensure that quality and productivity standards of work are consistently and accurately maintained.
• Inform relevant parties in the event of tasks or deadlines not met, the potential risks thereof and provide appropriate resolution.
• Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
• Manage colleagues and clients’ expectations and communicate appropriately.
• Participate in and drive regular performance appraisals and ensure that own targets and goals are clear and achievable.
• Support and drive the business core values.
• Take ownership and accountability for tasks and activities and demonstrate effective self-management in terms of planning, prioritizing, and self-development.
• Call on customers as per the defined cluster list and adhere to Service Level Agreement (SLA) of 80% callage.
• Management and control of capital and operating costs and all immoveable and moveable assets within the scope of responsibility
• Utilise Power BI reports to your advantage in terms of stock management, sales targets and returns.
• Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
• Budget Management
• Drive the achievement of the area sales budgets in terms of volume.
• District Team Supervision
• Supervise merchandisers in respective stores by checking daily attendance, shelf health adherence and all tasks loaded on Handheld Technology (HHT) is captured as per deadline requirements.
• Effective management of company cell phones and monthly reporting and feedback on any losses.
• Facilitate staff leave requests and general time management issues in line with organisational deliverables and standards.

KPI’s

• Time to answer customers’ requests (response time to request)
• Calls per day SLA 80% callage
• Call focus on strategic customers
• Drive sales volumes and value growth
• Customer contact coverage
• Employee supervision

Key Relationships

Internal

• Customer team
• Operations Team
• Customer Service Centre team

External

• Existing and potential retail, franchise and wholesale customers

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

• Matric
• Marketing and sales degree or diploma (preferable)
• Valid Code EB drivers’ license
• 1 to 2 years direct selling experience

Skills and Competencies

Skills

• Achieving sales, profitability, and budget goals
• Analytical thinking
• Computer literacy (MS Office and Digital applications)
• Direct selling
• Interpersonal skills to effectively communicate, interact, and work with individuals and groups
• Logical thinking
• Planning and organization
• Problem solving
• Verbal and written communication
• People management

Attributes

• Able to prioritize
• Attention to detail
• Commitment to building strong business relationships with customers
• Deadline driven
• High-energy self-starter as well as collaborative team player
• Initiative and assertive
• Professional
• Tolerant of stress and pressure