Area Sales Manager: Select & PUIG – Cape Town

Main Purpose:

To manage the sell-in and aiding sell-through of brands assigned within areas of Responsibility

Key Results Area:

• Operational effectiveness
• Market strategy and planning
• Key Accounts Management
• Implementation of marketing program
• Competitor awareness
• Administration duties
• Sales
• Manage sales / shelf space.
• Manage Staff
• Stock management and distribution rollout.
• Self-Management

Job Specific Requirements

• Communicate sales targets to the BA’s.
• Increase volumes in stores.
• Monitor in-store pricing.
• Ensure out-of-stocks are limited.
• Minimise credit notes.
• Monitor sales.
• Drive ad-hoc promotions to increase sales.
• Develop alternative strategies to increase sales.
• Individual discussion of sales performance vs. targets with BA’s.
• Negotiate space and location allocated in line with brand performance.
• Make appointments, where possible, and observe call cycle closely.
• Make contact with, floor manager, store management.
• Provide continuous feedback as per client requirements (competitor activities, promotions, innovations, pricing, planograms.
• Liaise with store personnel – (stock holdings, promotions, launches, events, deliveries, credit notes, special deliveries, staff, price, planograms)
• Discuss animations, spray events, training requirements, display and promotion exposure using business files and information from brand managers.
• Discuss sales performance vs. targets with supervisor / manager.
• Compile daily call reports.
• Compile monthly reports to NSM.
• Non-EDI accounts – Bring Stock Levels to agreed levels.
• Edgars/Red Square – Count stock by exception. Correct data integrity issues prior to leaving POS.
• Other EDI Accounts – Solve data integrity issues and report stock level discrepancies to TM.
• Attend to and minimise returns.
• Facilitate the implementation of promotion.
• Ensure informed about time frames for promotions.
• Communicate promotional activities to staff.
• Ensure understanding of objectives of various promotions.
• Ensure sufficient stock has been ordered.
• Ensure promotional activities have been implemented and maintained.
• Provide feedback to relevant stakeholders.
• Ensure Brand Equity Maintenance
• Ensure Planograms are implemented.
• Ensure shelves are clean and tidy and maintained.
• Observance of merchandising guidelines and negotiating corrections.
• Check on logos, signage, promotional exposure.
• Daily planners to be generated every six months detailing agreed call cycle with NSM.
• Out of town trips to be planned three months in advance with NSM.
• Weekly activities / order forms / samples / to be updated weekly.
• Preparation of information for each call.
• Customer history – sell in.
• Sell through information.
  Edgars / Truworths / Foschini / Woolworths monthly sales by door (source top line from retailers).
• Targets for sponsored BAs and sales performance (source from Brand Managers and retailers).
• Merchandise guidelines, retail floor planograms, visual display info, Edgars SKU translation book, report books, credit books, tape measures and cameras to be always up to date and available.
• Trained in Retek, Replen and Truworths intranet as arranged by NSM and TMs.
• Attend daily reports and follow up requirements by close of business.
• Highlight problems to TMs and NSM or Brand Managers.
• Information flow to brand managers.
• Submit digital pictures of launches and promotions for Brand Managers

Attributes Required

• Team player
• Excellent Interpersonal Skills
• Excellent negotiation skills
• High attention to detail
• Excellent Relationship Building
• Selling skills
• Self-motivated
• High Initiative
• Leadership
• Motivational
• Organized
• Problem Solving
• Assertive
• High Energy levels
• Proactive
• Safe Driver

Requirements:

• Matric
• Related Diploma or Degree
• At least 5 years’ experience in the Fragrance/ Cosmetics Industry
• Excellent PC Literacy (Microsoft PowerPoint, Word and Excel)
• Code 8 driver’s license
• Must be aware of promotions and act pro- actively in terms of stock control.
• Must be familiar with shelf layouts in stores.
• Must keep updated re own and competitors’ products.
• Familiar with merchandising guidelines
• A good knowledge of the Gauteng territory
• Knowledge of the product and personal flair