The successful candidate will be responsible for developing and executing regional sales strategies, overseeing budgets, and leading Sales Representatives to achieve targets and enhance customer satisfaction.

Specific Duties and Responsibilities

• Provide input into the country Commercial strategy and prepare sales budgets and updates to deliver the regional Commercial objectives
• Develop & implement regional sales plans to achieve agreed sales targets
• Build and manage customer relationships and implement actions to enhance customer service and satisfaction
• Review and update Demand Plans monthly for the region in line with market dynamics and sales ambitions
• Implement agreed pricing strategy & drive customer adherence to RRPs
• Develop and monitor adherence to call schedules
• Manage a team of Sales Representatives and Team Leaders to implement segmented sales execution standards at a regional level (VAPP (Visibility, Availability, Price and Promotion) ISSOs (Illovo Sales Service Offering) and PSGs (Perfect Store Guidelines))
• Monitor the performance of Third-Party Providers e.g. Merchandisers
• Schedule and conduct regular trade visits and coaching calls, to develop, motivate and guide the sales team
• Track and report on KPIs, sales volumes, sales mix and price, and identify and implement actions to improve sales volumes and VAPP (Visibility, Availability, Price and Promotion)
• Work with the RTC Manager to consistently identify & develop footprint expansion & market penetration opportunities in the region
• Support the Commercial team in managing Key Accounts (Industrial / Trade) as required, including sales negotiations, building customer relationships, sales planning and business reviews
• Develop, motivate and manage operational budgets
• Consistently monitor and report on consumer, customer, and competitor trends in the market
• Own the cross-functional alignment with Logistics and Finance to ensure delivery in service of the customer
• Lead, develop and manage the performance of the Sales team, through effective sales management routines, coaching and capability development
• Promote and adhere to Illovo’s procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)

Job Qualification and Experience

• Bachelor’s degree in Business Administration, Commerce, Marketing or equivalent
• 7-10 years’ experience in FMCG sales and marketing
• Sound business acumen, with a strong customer and results focus; ability to communicate, build relationships and influence others; ability to lead and motivate others; ability to plan and organize, and work effectively under pressure; problem solving skills.