Regional Sales Manager

Salt; Wes-Kaap; On-site; ZAR 500,000 - 800,000; Full time

Job summary

A leading company in the FMCG sector is seeking a results-driven Customer and Sales Manager to oversee regional accounts. The role involves delivering sales targets, managing key retailer relationships, and collaborating with cross-functional teams to drive growth. Ideal candidates will have significant experience in FMCG and a proven track record of exceeding KPIs.

Qualifications

• 5+ years in sales, key account, or customer management role in FMCG.
• Experience with major retail groups or distributors in South Africa.
• Strong record of overachieving on KPIs.

Responsibilities

• Deliver Monthly Sales Targets and drive volume and market share.
• Execute Regional Commercial Plans tailored for local market conditions.
• Manage key retailer relationships and optimize pricing and promotions.

Skills

Commercial Acumen

Interpersonal Skills

Data Interpretation

Job description

Customer and Sales Manager – FMCG

Industry: FMCG / Consumer Goods

We’re seeking a commercially driven Customer and Sales Manager to take ownership of regional FMCG accounts, ensuring consistent execution of sales strategies, trade promotions, and customer engagement. This role is ideal for a performance-focused individual with a solid track record in FMCG account management and a passion for driving measurable results.

Key Responsibilities

• Deliver Monthly Sales Targets: Drive volume, revenue, and market share in line with regional objectives.
• Execute Regional Commercial Plans: Align customer-specific strategies with national plans, tailoring activities for local market conditions.
• Forecasting & Planning: Deliver accurate volume forecasts and three-month rolling commercial activity plans to ensure operational alignment.
• Customer Engagement: Manage relationships with key retailers, ensuring joint business plans, pricing, promotions, and in-store execution are optimized.
• Data-Driven Execution: Monitor and analyze core KPIs such as in-store availability, order fulfilment, promotional compliance, and customer sales performance.
• Cross-Functional Collaboration: Partner with supply chain, marketing, and category teams to ensure the flawless execution of launches and promotional initiatives.
• Team Alignment & Coaching: Communicate priorities clearly, align field teams with trade strategies, and support frontline execution through regular feedback and performance reviews.

Core KPIs

• Volume Achievement vs. Budget
• Promotional Compliance & ROI
• Order Fill Rates & On-Shelf Availability
• New Product Distribution Targets
• Customer Satisfaction & Relationship Scorecards
• Forecast Accuracy (within agreed tolerances)
• Delivery of Joint Business Plans and Promotional Timelines

Ideal Candidate Profile

• 5+ years in a sales, key account, or customer management role within the FMCG industry.
• Experience working with major retail groups, wholesalers, or distributors in South Africa.
• Strong commercial acumen with a history of overachieving on KPIs.
• Skilled in interpreting data and converting insights into actions.
• Comfortable managing complexity and ambiguity while keeping a focus on execution.
• Excellent interpersonal and stakeholder management skills.