Hybrid Area Sales Manager: KZN On & Off Trade

Campari Group; Durban; Hybrid; ZAR 700,000 - 900,000; Full time

Job summary

A global spirits company is seeking a Hybrid Area Sales Manager in Durban, KZN. This role focuses on driving sales growth, managing budgets, and developing the sales team. The ideal candidate will have at least 5 years of sales experience and a strong understanding of the South African market. This position offers opportunities for extensive travel and engagement with key customers.

Qualifications

• Minimum 5 years Sales experience with 2 years at Operational Management level.
• Proven track record leading a Sales function.
• Strong experience within the South African Market.

Responsibilities

• Create and implement sales plans through the sales team.
• Manage and influence key performance indicators.
• Develop and maintain relationships with internal and external stakeholders.

Skills

Channel management

Sales management

Negotiation skills

Analytical skills

Leadership skills

Education

3 year tertiary qualification in Sales and Marketing

Job description

Overview

Campari Group today is a major player in the global branded spirits industry, with a portfolio of over 50 premium and super premium brands, marketed and distributed in over 190 markets around the world, with leading positions in Europe and the Americas. Headquartered in Milan, Italy, Campari Group owns 22 plants worldwide and has its own distribution network in 22 countries, and employs approximately 4,000 people. Shares of the parent company Davide Campari - Milano N.V. are listed on the Italian Stock Exchange since 2001. Campari Group is today the sixth-largest player worldwide in the premium spirits industry.

Company: Campari South Africa (PTY) Ltd

Job Title: Hybrid Area Sales Manager

Job Location: Durban, KZN

Reports to: National Sales Manager: Off Trade

Organizational Layer (global, regional or local): Local

Key Activities & Responsibilities

• Ability to analyze, plan and implement plans through the sales team to achieve volume and market share aspirations
• Analyze business and sales information.
• Ability to develop and implement plans by way of influencing sales teams.
• Consolidate and feedback on competitor activity in the area with proposed action place to counter such activity.
• Manage and influence key performance indicators through the sales force and 3rd parties in order to achieve volume and market share aspirations.

Mission and Objectives

The Hybrid Area Sales Manage mission is to use distributors, key accounts, direct reports and budget management to increase sales and distribution within the on trade channel.

Achieve and influence business KPI’s

• Call adherence, strike rate and time in trade monitored and addressed.
• Ensure promotional implementation targets are achieved through influencing and guiding the sales team.
• National and regional promotions evaluated and feedback provided.
• Achieve team listing objectives.
• Manage and influence price adherence in trade through RSP’s and price ladders.
• Manage and influence category management and positioning of our trade.
• Influence and monitor sales execution in accordance with channel and brand strategies.

Manage budgets and maintenance of key documents and relationships

• Align the budget with the regional and national business plans and strategic outlet plans to ensure that no overspend takes place.
• Manage expenditure against budget and forecast.
• Request for additional spend submitted with business case for spend needed.
• Manage channel assets & POS to minimize loss of return on investment.
• Manage and update the Customer Mata Data file along with consolidating proposed route changes for sign off.
• Ensure all trade agreements and signed documentation is stored and tracked to ensure all audit requirements are met.
• Merchandising performance monitored and reviewed with 3rd parties to identify areas of improvement and capitalize on opportunities.
• Relationships and interactions with internal and external stakeholders developed and maintained to enhance customer service.
• Display high levels of cross functional collaboration between departments and 3rd parties

Additional Responsibilities

• Apply financial and commercial acumen.
• Effectively negotiate pouring contracts to advance Campari Group objectives in the region.
• Manage and oversee segmentation execution as per the Campari Group guideline.
• Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner.

Build capability through coaching

• Coach individuals and teams to build the disciplines of executing “Look of success”.
• Conduct scheduled route riding and trade visit with sales force.
• Coaching plan developed for individuals based on skills gaps and requirements.
• Provide development feedback through necessary stakeholders.
• Manage the performance of direct reports to ensure delivery of objectives and key priorities.
• Recruit and retain high performing talent ensuring appropriate annual performance and development plans are in place.
• Build Commercial Capability and understanding through Customer Planning (Strategy) into execution.

Review and improve performance

• Quarterly and monthly results prepared and presented.
• Follow-up on implementation of action plans agreed with team to ensure objectives are achieved.

Key Relationships

Internal: Commercial Director, National Customer Marketing Manager, National Key Accounts Manager On and Off, Customer Marketing Specialist, Finance, Brand Managers and Sales Execs.

External: 3rd Party Merchandisers, BTL Agencies; POS suppliers, Third Party Distributors.

Experience & Education

• A relevant 3 year tertiary qualification in Sales and Marketing.
• Minimum 5 years Sales experience of which at least 2 years must be at an Operational Management level.
• Proven positive track record of leading a Sales function and related operations in an FMCG environment.
• Strong experience within the South African Market.

Required Skills & Traits

• Channel management and sales management.
• Knowledge and demonstrated competence of the compilation and application of principles, strategies and techniques relating to sales.
• A solid brand and category understanding.
• Strong negotiation skills.
• Strong customer relationships with evidence of customer recognition.
• Strong commercial acumen.
• Ability to articulate the business strategy and imperatives to relevant stakeholders.
• Knowledge of volume growth techniques to stimulate new business ideas within CSA and the region.
• Strong analytical skills including scenario planning and comparative analyses.
• Strong leadership and people management skills.
• Excellent presentation and communication skills.

Additional Requirements

• Able to travel extensively across the region.
• South African Citizenship or possessing a valid work permit / immigration status.
• Willingness to socialize and engage with key customers after hours and over weekends.

Diversity & Inclusion

Our commitment to Diversity & Inclusion: Campari Group believes in building more value together and provides equal employment opportunities in all aspects of employment without regard to race, religion, color, national origin, ancestry, physical or mental disability, medical condition, genetic information, marital status, sex, sexual orientation, gender identity or expression, political affiliation or activity, age, veteran status, citizenship, or any other characteristic protected by law.

Note to applicants

Your application will be assessed based on abilities, expertise, general knowledge and experience, not on confidential or proprietary information. If questions require disclosure of such information, you must decline to answer.

Notice to third party agencies

Please refrain from cold-calling or emailing our executive leadership team or the HR community directly. The Talent Acquisition department manages centralized recruiting operations globally. To ensure we have your information on file for future consideration, please complete the online form provided here.