Channel Manager - Traditional Trade

BIC; Gauteng; On-site; ZAR 550,000 - 900,000; Full time

Job summary

BIC World in Gauteng is seeking a driven Field Sales Manager to grow sales across traditional trade channels and expand distribution. You will lead field teams, coordinate distributors, and ensure optimal merchandising and pricing execution to hit targets.

The role requires 3–5 years FMCG experience, strong negotiation skills and willingness to travel regularly, with proficiency in Excel and PowerPoint. English is advantageous.

Qualifications

• Bachelor's degree in a relevant field.
• 3–5 years FMCG sales and Traditional Trade experience.
• Experience managing distributors and field sales teams.
• Strong track record in commercial negotiations and customer development.
• Willingness to travel regularly.
• Strong analytical, communication and presentation skills.

Responsibilities

• Deliver monthly, quarterly and annual sales targets.
• Expand numeric and weighted distribution coverage.
• Lead, coach and develop SRs and Merchandisers.
• Ensure product visibility, planogram and pricing execution.
• Build strong relationships with wholesalers and key traders.
• Negotiate display opportunities and promotional placements.
• Drive sales growth and profitability targets.

Skills

Distributor Management

Field Sales Leadership

Sales Planning & Forecasting

Negotiation

CRM

Communication

Excel

PowerPoint

Education

Bachelor's degree in Business Administration, Marketing, Economics, or related

Tools

Microsoft Excel

Microsoft PowerPoint

Job description

Join BIC World, a community of brands dedicated to creating ingeniously simple and joyful products that have been part of hearts and homes for over 75 years.

We are committed to growing our iconic and innovative brands by reimagining everyday essentials in new, sustainable, and responsible ways.

Our culture encourages a "roll up your sleeves and get the job done" mindset, ensuring self-starters, problem solvers, and innovative thinkers can truly thrive. At BIC World, you are empowered to take ownership of your career and use your unique perspective to make a meaningful, global impact on our mission.

Main Responsibilities / Tasks

Sales & Volume Achievement

• Deliver monthly, quarterly, and annual sales targets.
• Monitor OIS and secondary sales out performance.
• Identify opportunities to increase sales volume and market share.
• Develop action plans to close sales gaps and achieve territory objectives.

Territory and Distribution Expansion

• Expand numeric and weighted distribution coverage.
• Identify and open new retail outlets, wholesalers, and key traditional trade customers.
• Increase penetration in underserved territories.
• Ensure availability of priority SKUs in all targeted outlets.

Field Sales Team Management

• Lead, coach, and develop Sales Representatives (SRs) and Merchandisers.
• Conduct regular field coaching and trader market visits.
• Set daily, weekly, and monthly objectives.
• Monitor productivity and route compliance.
• Evaluate team performance and implement development plans.

Execution Excellence

• Ensure proper product visibility and merchandising.
• Monitor planogram and display compliance.
• Implement promotional activities and trade programs.
• Ensure correct pricing and promotional execution at store level.
• Drive superior shelf presence versus competition
• Customer Relationship Management
• Build strong relationships with wholesalers and key traditional trade accounts.
• Resolve customer issues and service concerns.
• Negotiate display opportunities and promotional placements.
• Strengthen customer loyalty and partnership.

Key Performance Indicators

Sales

• Sales Volume
• OIS Sales Growth
• Distribution
• Numeric Distribution Weighted Distribution

Execution

• Availability
• Visibility
• Merchandising Compliance

Productivity

• Calls per day
• productive calls/ Strike Rate
• Outlet Coverage

Professional Skills

• Distributor Management
• General Trade Specialist who knows the traditional trade channel
• Commercial Negotiation & Joint Business planning (JBP)
• Forecasting & Sales Analysis
• Customer Relationship Management
• Problem Solving & Decision Making
• Communication & presentation Skills
• Microsoft Excel & PowerPoint
• Drive for Results and Ownership

Experience

• Bachelors Degree in Business Administration, Marketing, Economics, Sales or a related discipline.
• Minimum 3-5 years of FMCG sales and Traditional Trade experience.
• Experience managing distributors and field sales teams.
• Strong track record in commercial negotiations and customer development.
• Experience working with distributor-led business models.
• Demonstrated success in delivering sales growth and profitability targets.
• Willingness to travel regularly
• Strong analytical, communication and presentation skills.
• Proficiency in Microsoft Office applications.
• English proficiency is a plus

Qualifications

• Proven track record FMCG.
• 3-5 years sales experience in FMCG Industry.
• Previous Key Account Experience

Any Other Requirements

• Willing to travel and meet customers.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.