Area Sales Manager - Retail and Exports

Chateau Gateaux (Pty) Ltd; Cape Town; On-site; ZAR 900,000 - 1,200,000; Full time

Job summary

Dr. Oetker South Africa is seeking an Area Sales Manager for the Western Cape to drive inland store sales and export channel growth. You will manage routes, develop relationships with retailers and distributors, and coordinate new product launches and promotions across inland and export markets.

The role requires strong analytical skills, excellent communication, and a proven track record in FMCG and export management within Southern Africa.

Qualifications

• 7+ years FMCG experience with 5+ years direct selling and export management in Southern Africa.
• Bachelor or diploma in Marketing, Business Admin, or related field; International Trade qualification advantageous.
• Valid Code EB driver's license.

Responsibilities

• Establish a route plan to maximize call-rate efficiencies for inland stores.
• Manage export partner relationships and execute joint business plans.
• Take orders, launch products, coordinate promotions and monitor distribution.
• Provide feedback to supply chain and other functions on market activity.

Skills

Initiative

Communication

Analytical mindset

Export experience

Education

Marketing/Sales degree or diploma

Bachelor's degree in Business Administration

International Trade qualification

Tools

MS Office

Job description

Tasty moments to feel good about! Tasty moments to feel good about! From mouth-watering pizzas, comforting meals and tasty sides, to indulgent cakes, and desserts, Dr. Oetker South Africa has been bringing people together to share feel-good food moments since 2010 Ready to take your career to the next level? Dr Oetker SA is looking for an Area Sales Manager in the Western Cape region. As an Area Sales Manager you will be an effective area marketer to both inland retail customers and export channels by maintaining regular contact and providing relevant solutions based on a clear understanding of the customers' business, the macro environment, and the full Dr. Oetker product offering. You will operationally manage and grow the export channels through the same daily/weekly routines you use for the region stores (calls, order taking, launches, promotions, logistics follow-up, and problem-solving).

What the role entails?

• Where not defined, establish an effective route plan to achieve maximum call-rate efficiencies each day for the quarter.
• Conduct research, preparation and planning before every store call:
• Analysis of the customer's micro environment (business objectives, operational capacity, storage facilities, wastage etc.) and macro environment (trends, competitors, economic climate etc.).
• Full understanding of Dr. Oetker product offering to match the right solutions to gaps or opportunities.
• Setting clear call objectives.
• Preparation of sales information, market data and supporting resources (samples, brochures, financial tools etc.).
• Put together a quarterly planner showing potential revenue and new line listings by inland customer.
• In every store call: follow up previous sold solutions and present new opportunities based on real insight.
• Take orders for new line listings and solution products.
• Launch new products into assigned inland customers.
• Conduct planned promotions with assigned inland retailers.
• Provide quality operational feedback to supply chain and other functions (especially competitor activity).
• Focus on building strong relationships with franchise retailers and store management to embed Dr. Oetker products and improve performance.

Export Operational Execution

• Establish and follow a route plan for regular calls/visits to export distributors, agents and partners in Southern Africa to achieve maximum efficiency.
• Conduct day-to-day research, preparation and planning for each export partner:
• Analyse partner's micro environment and macro environment (including export regulations, customs requirements and trade laws in Southern Africa).
• Match Dr. Oetker products to opportunities.
• Set clear call objectives for every distributor visit or call.
• Build and maintain strong day-to-day relationships with distributors, agents and partners through regular contact and collaboration.
• Execute joint business plans operationally: take orders, drive daily sales execution and monitor performance
• Launch new products into export channels and conduct planned promotions with export partners. Coordinate directly with logistics providers, freight forwarders and internal teams to ensure timely and accurate deliveries.
• Monitor inventory levels, sales forecasts and demand patterns daily to immediate resolve supply chain and logical issues.
• Identify and pursue new business opportunities through regular market engagement and partner expansion (operational new customer acquisition).
• Monitor market trends, competitor activity and customer feedback in export markets and provide operational and actionable feedback to the business.

Ideal Competencies Of The Candidate

Direct Selling

• Initiative and assertiveness
• Detail orientated – constant drive for accuracy
• Exceptional interpersonal & communication skills
• Task Focused with strong attention to detail
• Deadline Driven
• Analytical mindset and data-driven decision making

Preferred Experience & Qualification

• Marketing/Sales degree or diploma (preferable) or Bachelor's degree in Business Administration, Marketing or related field
• International Trade qualification (advantageous)
• Valid Code EB driver's licence
• 7+ years proven FMCG experience, including at least 5 years direct selling with a strong track record AND hands-on export/channel management experience in the Southern African market
• Deep understanding of export procedures, customs regulations, and trade policies in Southern Africa
• Proficiency in MS Office (Word, Excel, PowerPoint)

How the role is measured?

• Sales Targets by region, retailer (inland) and export channels
• Call-cycle achievement (inland stores + export partners)
• Improved distribution gap targets
• Improved waste and returns against targets
• Ranging of NPDs
• Forward Share on shelf and general shelf health (inland)
• Planogram implementation (inland)
• Net Sales & Revenue
• New Business Development
• Operational Excellence
• Net Revenue Management
• Profitability
• Category Management
• New Product Launch Execution