Sales Manager : Gauteng On Premise (Pretoria)

The Heineken Company; Pretoria; On-site; ZAR 500,000 - 700,000; Full time

Job summary

A leading beverage company is seeking a Sales Manager in Gauteng, Pretoria. The role involves managing the premium sales team, developing strategies for on-trade sales, and ensuring profitable execution of channel plans. Candidates should have a marketing degree and 3-5 years of experience in commercial sales. This position offers the opportunity to work with a prominent brand and drive sales growth in the region.

Qualifications

• 3-5 years of experience in commercial sales or trade marketing.
• Experience in Premium On Trade is advantageous.
• Membership in professional drinks organizations is beneficial.

Responsibilities

• Deliver annual operating plan and critical initiatives.
• Manage the premium sales team and coordinate product sales.
• Work with the National Channel Teams to enhance sales strategies.
• Coach sales teams in execution of sales excellence processes.
• Collaborate with Marketing and other partners for regional strategies.

Skills

Commercial sales experience

Trade marketing expertise

Knowledge of HEINEKEN products

Negotiation skills

Customer relationship management

Education

University degree in marketing

Job description

Job Title: Sales Manager: Gauteng On Premise (Pretoria)

Job Location: Gauteng, Pretoria

Deadline: August 16, 2025

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KEY RESULT AREAS

Strategic

• Work with the National Channel Teams to deliver a Premium Portfolio customer approach, leveraging the entire HEINEKEN Beverages portfolio to drive availability in outlets.
• Develop regional on-trade premium plans, in collaboration with the Regional Channel Manager.
• Create pathways focusing on local key areas.
• Collaborate with the Regional On Trade KAM to identify and contract key customers and their activations.
• Review and approve territory plans developed by on-trade specialists.
• Identify new sales growth opportunities within the region and recommend strategies to the Regional GM and Channel Manager.
• Gather and feedback consumer and customer insights to enhance consumer experience, customer investment, and brand relevance, including innovation and digital strategies.

Operational

• Act as an ambassador and expert for all brands, possessing comprehensive knowledge to persuade consumers and customers of product choices favoring HEINEKEN Beverages’ portfolio.
• Negotiate beneficial contracts with targeted customers to ensure HEINEKEN brands are top of mind and recommended.
• Deliver the annual operating plan and critical initiatives within set timelines with measurable outcomes.
• Ensure profitable execution of channel-specific PICOS, embedding them within the region's pathways.
• Manage the premium sales team in the region to identify, register, and sell products to on-trade customers.
• Create activation briefs with the regional channel manager and oversee their execution aligned with brand playbooks.
• Provide timely and accurate market reports to the HEINEKEN Beverages Sales Office.
• Conduct weekly meetings with Sales Representatives.
• Coordinate maintenance and effective use of trade infrastructure, including fridges, draft machines, and bespoke items.
• Execute ad-hoc projects as requested by the General Manager.
• Organize sales force efforts to update trade census data as directed.
• Coordinate product sales to on-trade customers via distributors and depots.
• Collaborate with Marketing, Trade Marketing, Events, and other partners to implement regional strategies.
• Develop and monitor incentives for sales staff.
• Visit key customers and distributors regularly.
• Aim to achieve targeted customer NPS scores.

People and Culture

• Focus on employee engagement.
• Demonstrate HEINEKEN Beverages’ corporate values and behaviors.
• Coach sales teams in executing sales excellence processes.
• Manage People and Career cycles to develop future-ready competencies.

Educational Qualifications

• University degree in marketing or a comparable field is required.

Professional Experience and Personal Attributes

• 3-5 years of experience in commercial sales, trade marketing, or marketing.
• Experience in Premium On Trade is advantageous.
• Membership in professional drinks organizations (e.g., WSET, Cape Wine Academy) is beneficial.
• Experience in sales, retail, or business development roles.