National Sales Manager - Retail/Grocery

Beiersdorf; Durban; On-site; ZAR 800 000 - 1 000 000; Full time

Job summary

A leading FMCG company in Durban seeks a Sales Manager to develop and execute sales strategies for NIVEA brands. Responsibilities include managing customer investments, executing marketing plans, and enhancing performance through customer relationships. Ideal candidates will have over 10 years of key account experience, strong analytical and negotiation skills, and a BComm degree. Join a dynamic team dedicated to driving brand success in a competitive market.

Qualifications

• Minimum of 10 years Key Accounts experience at an FMCG Company.
• Experience in leading a team.
• Excellent verbal & written communicator with strong presentation skills.

Responsibilities

• Develop and execute sales strategies across the NIVEA brands.
• Implement customer marketing plans and monitor their effectiveness.
• Manage relationships with key accounts and collaborate cross-functionally.

Skills

Analytical capability

Conflict management

Negotiation skills

Computer literacy (Microsoft Office)

Education

BComm Degree or suitable tertiary qualification

Job description

Your Tasks

• Sales strategy: Develops and executes a customer investment and sales strategy which meets both short- and long-term brand market share, sales, margins, and customer contribution targets across the NIVEA brands within the Grocery Channel, managing accounts such as Shoprite, SPAR, Pick and Pay, Boxer
• Business Planning, Budget and Reporting
• Develops and executes, in conjunction with the account managers, a sales and customer-marketing, annual, medium and long term plan (channel and customer) that ensures the delivery of brand, category and customer objectives.
• Implement customer marketing plan, ensuring efficient and excellent execution in the retailer. Monitors and evaluates variance to plan and proposes counter measures ensuring their effective implementation.
• Pricing - Implements the agreed list price to ensure delivery of profit targets in consultation with Finance.
• Promotions - Prepares and implements, in agreement with the S&CM Manager, the customer promotion plan ensuring alignment with the objectives of the sales plan.
• Execution - Lands the defined execution strategy by Retail Environment with customer and Operations team
• Point-of-Sale - Delivers the agreed objectives within the annual customer plans for product distribution and display at the POS, maximizing the accessibility of Beiersdorf products to the shopper.
• Performance-based TTC System
• Implements and controls the customer TTC system in line with the Regional strategies
• Develop guidelines and framework which is based on pay for performance. Roll out TTC 3-year plan.
• Customer Relationships - Develops broad based strategic business relationship across the customers to ensure an integrated business to business relationship.
• Member of the Sales Leadership - Is a voice of sales in the Southern Africa Sales Team and ensures cross functional collaboration within the organization.
• KEY CHALLENGES
• Define and implement, in collaboration with the S&CM Manager, a go-to market strategy that adjusts to changing shopping behaviour across various channels.
• Define strategy to protect/increase net pricing in a retailer environment.
• SUCCESS - Build a strong sales team that is agile to deal with a changing retailer environment and changing shopper habits

This role reports to Sales Director and manages a team of 6 National KAMs

Your Profile

• Education- BComm Degree or suitable tertiary qualification
• Experience - Minimum of 10 years Key Accounts experience at an FMCG Company; Experience in leading a team
• Skills- PC/IT: Computer literate i.e. proficient in Microsoft Office (Excel, Word, Power point)
• Abilities: High degree of analytical capability, Effective conflict management, Strong negotiations skills

A “can do” attitude/spirit, must be an excellent verbal & written communicator with impressive presentation skills. An international mindset is an advantage, covering aspects of open willingness to change, and a holistic view. People person, who’s gregarious, assertive and tenacious. Solid management and inspirational leadership skills.