Target vs. Actual monthly/yearly performance (sell-out,e, KPIs Timely and quality of execution of trade and marketing

Activities in assigned territory)

Implementation of Territory Coverage Strategy Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Principal Accountabilities:

• The key outputs of the job
• List in priority order if possible, typically 8-10
• NOT a task list
• Any requirement for organizing & planning including own work and the allocation of resources
• Typical decisions made and if they are advisory or directly responsible for the outcome

• Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)
•  Achieve sales drivers’ objectives for the territory viz (Distribution, Visibility, Price and Promotion)
• Managing territories with potential to deliver a minimum of 1B per annum
• Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth
• Analyse and review distributors’ performance against agreed KPIs
• Work with the ZM to develop JBP of customers in assigned territory
• Ensure bi-weekly stock taking in other to protect company resources
• Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development
• Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs
• Adherence to monthly journey plan for customers’ contact and engagement
• Ensure compliance to retail operating standards in all showrooms
• Organize and coordinate activities of floor sales merchandizers
• Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit
• Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use.
• Actively lead or participate in Quality Management System implementation and sustenance in all assigned duties.
• Ensure no waste of resources or pollution of the environment

while fulfilling assigned responsibilities.

• Ensure safety management sustenance.

Internal & External Relationships:

Identify the most significant ones

Attach a preferred suppliers list if available

Detail which networks the jobholder will be part of e.g., finance, category

Zonal Managers

Marketing/Sales/Channel/Supply Chain/Finance/HR team

Customers

Agencies

PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

• List any qualifications required to do the job
• Be specific about the experience needed
• Focus on type of experience not the time served

Qualifications:

• First Degree in any discipline
• Computer Literacy

Experiences: (What experience brings success to this role)

• Minimum of 1-2 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
• Experience in an electrical related company is an added advantage.

Knowledge: (What does the person need to know)

Good knowledge of business objectives and priorities.

Experienced driver with valid license

Knowledge of Field Sales Management and Market Intelligence.

PZ Cussons Leadership competencies- BEST values