The Regional Sales Manager will further develop and maximise the distribution, net revenue and Gross Profit across the designated regional retail chains and petrol forecourts by increasing market share, executing against agreed promotional activities and multiple points of purchase combined with efficient customer service and the building of sustainable relationships
Roles And Responsibilities
- Work closely with Head of Modern Trade to assess customer opportunities in each region
- Manage new and existing retail and petrol forecourt partners to increase product sales.
- Educate partners on product portfolio, strategy i.e: Take Home, and complimentary services offered.
- Provide insight and input into modern trade vision and strategy.
- Provide and maintain competitor pricing analysis and movement.
- Maintain and minute a consistent business review schedule with key regional customers
- Support the Company's programs with detailed market initiatives/ develop local programs to meet local needs
- Ensure timely input to the commercial planning process
- Provide proposals, quotations, and pricings to partners.
- Fulfil the yearly volume, net revenue, and GP plan according to the goals and plans distributed annually
- Increase market share continuously at the accounts. Achieve competitive advantage vs. key competitors in each category.
- Monitor performance and compliance, take corrective actions when needed. Corrective action to be immediate and executed in-store by the Regional Sales Manager
- Manage established CDA and Trading Term contracts according to company principles and strategy
- Effective budget management with regards to display placement budgets
- Fulfil seasonal strategies
- Region specific promotions, arrangement of local events, and working out local promotions.
- Listing of new products
- Guarantee and improve product distribution and availability at the accounts. Full range availability in store always
- Effective equipment placement (racks/ displays). Monitor fridge placements in store
- Price execution and communication towards customers
- Ensure effective communication
- Maintain a physical presence in the field to reinforce the account strategy and ensure executional excellence (this is not an office based position 95% in trade)
- Ensure that complaints are followed up internally
- Maintain, check and update customer data
- Ensure all key decision makers within the account are seen during each visit
- Manage the sales and merchandising partners responsible for their stores and maintain execution excellence (Picture of success) and drive secondary display opportunities
- Monitor and measure gap closure and business opportunities for revenue generation
Selling, Operation, Execution, analysis
Ensure customers are informed and fully ranged and stocked
Performance Indicators
Compliance and controls
Expectation from Role - Volume & Value Plans delivery
Excellence in terms of in trade execution
CAM cycle compliance and adherence
Promotional implementation and execution
Management of 3rd party merchandisers
Attendance of cycle briefs with sales & merchandising partners
Concise and correct daily reports
