Sales Rep (Hospitality)

Be Different Recruitment; Johannesburg; On-site; ZAR 550,000 - 750,000; Full time

Job summary

Be Different Recruitment is hiring for a channel strategy manager based in Johannesburg, South Africa. The role involves developing distribution channel strategies, optimizing route-to-market, and managing distributor relationships. The ideal candidate should have a Bachelor's degree and 5-8 years in FMCG sales or trade marketing, along with strong leadership and analytical skills. This position is pivotal for driving sales volume and optimizing supply chain effectiveness.

Qualifications

• 5 - 8 years of experience in FMCG sales, distribution or trade marketing.
• Strong experience managing distributors and route-to-market strategies.
• Proficiency in sales and distribution systems / tools.

Responsibilities

• Develop and execute distribution channel strategies aligned with overall sales objectives.
• Identify new market opportunities and expand distribution footprint.
• Monitor distributor performance and ensure compliance with company standards.

Skills

FMCG sales experience

Negotiation skills

Leadership

Analytical ability

Relationship management

Education

Bachelor’s degree in Business, Marketing, Supply Chain or related field

Job description

Qualifications

• Bachelor’s degree in Business, Marketing, Supply Chain or related field
• 5 - 8 years of experience in FMCG sales, distribution or trade marketing
• Strong experience managing distributors and route-to-market strategies
• Strong understanding of FMCG distribution models (formal and informal trade)
• Excellent negotiation and relationship management skills
• Data-driven decision-making and analytical ability
• Strong leadership and team management
• Proficiency in sales and distribution systems / tools
• More travel
• Training sales teams
• Hunt new distributers in new countries

Key Performance Indicators (KPIs)

• Distribution coverage (% of outlets reached)
• Sales volume and revenue growth per channel
• On-shelf availability / stock availability
• Distributor performance and ROI
• Order fulfilment rates and delivery efficiency
• Market share growth

Responsibilities

Channel Strategy and Management

• Develop and execute distribution channel strategies aligned with overall sales objectives
• Manage multiple channels such as modern trade, general trade, wholesale and e-commerce
• Identify new market opportunities and expand distribution footprint

Route-to-Market Optimization

• Design and continuously improve route-to-market (RTM) models
• Ensure efficient product flow from warehouse to end customer
• Optimize coverage, frequency and delivery models

Distributor and Partner Management

• Appoint, manage, and evaluate distributors, wholesalers and third-party logistics partners
• Negotiate contracts, margins and service level agreements (SLAs)
• Monitor distributor performance and ensure compliance with company standards

Sales and Volume Growth

• Drive sales volume through effective channel execution
• Ensure product availability, visibility and merchandising standards
• Support promotional campaigns and product launches across channels

Performance Monitoring and Reporting

• Track key channel KPIs such as sales growth, market coverage, stock availability and order fulfilment
• Analyze data to identify gaps and opportunities for improvement
• Provide regular reports and insights to senior management

Inventory and Supply Chain Coordination

• Collaborate with supply chain teams to ensure optimal stock levels
• Minimize stockouts and overstock situations across channels
• Align demand planning with sales forecasts

Market and Competitor Analysis

• Monitor competitor distribution strategies and market trends
• Identify opportunities to improve market share and channel efficiency
• Adapt strategies to suit changing consumer and trade dynamics

Team Leadership and Field Execution

• Lead and coach field sales or distribution teams
• Ensure execution excellence at store level
• Drive accountability and performance culture