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GautengJohannesburg
Sales & Business Development
Full - Time
26-Nov-2020

KEY JOB ACCOUNTABILITIES:

  • Under the Division Commercial Director authority, define the field organization in order to optimize the route to market (based on the commercial and brand strategies), expand the landscape of store coverage and optimize field processes to ensure appropriate time in field and efficient calls.

  • Create and master systems & business intelligence solutions. Develops tools like field force automation to track and monitor field execution. Masters MS Office applications.

  • Design a perfect look of success in store. Pilot field performance and KPIs on sell in and sell out drivers. Set field team individual qualitative and quantitative objectives (Sell Out, launch & promotional execution, deep distribution, space and visibility etc.) according to channel & region.

  • Understand the market landscape, assists in providing market intelligence to the Commercial team, Input and part of senior leadership meetings with the Commercial Director for strategy improvement

  • Ensure alignment and efficient communication flow between the different stakeholders (Field, Brand, KAM, retailer’s regional HQ and stores) for flawless execution

  • Negotiate contracts, efficient remuneration structures & KPIs and cost efficiencies with critical senior leaders at Field Agencies

  • Recruit, coach and animate his team and foster with his regional sales managers a culture team of instore excellence. Improve capability of direct reports to cascade onto N+2

  • Build and leverage field team bonus scheme and incentive plan

 

EDUCATION & EXPERIENCE

  • B Com or equivalent business degree

  • 10 years FMCG field & KAM Sales experience mandatory

  • Proven people management experience

  • Ability to build and maintain strong working relationships

  • Computer literacy on MSOffice – Advanced Excel proficiency MANDATORY

  • Solid Commercial understanding and sensitivity

  • Good negotiating skills

  • Sound communication skills (written & verbal), coupled with the effective ability to interact with people at all levels

  • Ability to work flexible hours to meet deadlines

  • Team player – support the team objectives / sales goals

  • Results driven

  • Knowledge of market, customer expectations and brand(s)

  • Analytical skills

  • Mastering P&L account management

  • Sales ethics and sensitivity to legal issues and competition law

 

 

TECHNICAL, PROFESSIONAL COMPETENCIES REQUIRED:

MASTERS COMMERCE FUNDAMENTALS

• Activates Business Drivers

• Pursues turnover and profit optimization

• Stays up-to-date with market, consumers& competitors

• Builds on categories Shopper insight

 

DEVELOPS CUSTOMER CENTRIC BUSINESS

• Collects and connects comprehensive knowledge about the retailer/prescriber/Salon

• Influences the retailer/prescriber/Salon

• Builds retailers development plans

• Manages intermediate agent relationships

• Adapts brand distribution strategy

• Collaborates across functions

BUILDS SELLING PROPOSITION & NEGOTIATE

• Builds Selling story

• Sets negotiation priorities

• Conducts Win-Win negotiation

• Ensures compliance

MONITORS SELL IN & SELL OUT EXCELLENCE

• Forecasts business with accuracy

• Drives Point of Sales field execution

• Follows-up & controls

• Masters brand selling scenarios

• Manages BA/DA staffing & relationship

 

L'ORÉAL COMPETENCIES

  • Innovator

  • Strategist

  • People Developer

  • Integrator

  • Entrepreneur