Area Sales Manager

Head Office

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 programme
  • 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 up to date and available at all times.
  • Trained in Retek, Replen and Truworths intranet as arranged by NSM and TMs.
  • Attend to daily report 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

 Atributes Required 

  • Team player
  • Excellent Interpersonal Skills
  • Excellent negotiation skills
  • High attention to detail
  • Excellent Relationship Building
  • Selling skills
  • Self motivated
  • High Initiative
  • Leadership
  • Motivational
  • Organised
  • 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 Cape Town territory
  • Knowledge of the product and personal flair

Application Form

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