On Trade Sales Manager

RGBC is a leading distributor of Global Spirits and Champagne brands in the South African market. We are an independent and adaptable business, employing passionate and talented individuals across South Africa.

Our people are at the centre of everything we stand for and our entrepreneurial spirit and high-performance culture allow our people the freedom to succeed and lead across all aspects of the business.

Accountability, flexibility, fun, and passion are our fundamental values. We are looking for an individual who shows collaborative and leadership teamwork, who is professional in their approach and who is inspired through creativity, to fill this exciting role.

REGION: KZN - Including Pietermaritzburg, Durban Central, Northern KZN, Zululand and South Coast.

AREA: To be based out of our Durban office.

OBJECTIVE: To ensure the effective implementation of the company’s sales strategy in on-trade/on-premise channel, with a focus on building and servicing premium customer partnerships across restaurants, hotels etc.

Key KPA’s for this role include (but not limited to):

Sales Volumes and Market Share:

• Ensure sales team achieves regional Market value share targets, as a collective.
• Ensure sales team makes a collective effort towards annual volume targets, through brand prioritization by channel segments.

Key Accounts:

• Ensure correct implementation of key accounts’ strategy.
• Manage and conduct On-trade rebate / On trade agreement negotiations with regional Key accounts.
• Manage On-trade key account budgets i.e. Ad hoc / commercial On -Trade budgets / Marketing On-trade budgets.

Promotions:

• Promotional planning, reporting and promotion standards adhered to all times.

Management of Sales Drivers:

• Ensure effective call ratio management.
• Ensure that regional promotions are innovative, get people’s attention and capture their interest.
• Design and implement innovative regional promotions and provide valuable feedback on promotions undertaken.
• Ensure that promotions are well organised and professionally conducted according to RGBC’s standards.
• Manage company assets to ensure best value-added outcome for the business.
• Ensure pricing, distribution and forward share objectives are met.

Financial Control and Credit:

• Ensure correct accrual process is followed at relevant financial year ends.
• Ensure that all stock deals offered fall within the agreed On-trade cycle parameters.
• Manage Rebate and stock deal expense accounts as per agreed standards, where applicable.
• Manage sales team FSR process, vehicles petrol card, credit card and T&E as per RGBC policies.

People Management and Personal Development:

• Ensure each member of staff has a job description and a clear understanding of his/her job description.
• Conduct full-day route rides with each assigned sales representative or brand builder Route Ride Reporting.
• Hold performance review sessions and conduct reviews with staff members.
• Lead and mentor staff and together with each staff member, develop development plans and identify training needs.
• Monitor team dynamics and take action to ensure good working relationships.
• Ensure staff are aware of and understand company’s mission statement, goals and strategic priorities,
• Organize team building and goal setting sessions.
• Ensure that staff adhere to the company’s code of conduct.

Requirements and Qualifications:

• Year Tertiary Education (Beneficial).
• Team management.
• 5-Years Relevant experience–NB experience within FMCG / liquor industry experience will be preferable. People management experience a must.
• Product, service knowledge and understanding of category management.
• Knowledge of marketing and accounting principles.
• Computer literate.

We actively promote equal opportunity and fair treatment in employment, through the elimination of unfair discrimination in all forms. We encourage inclusiveness with regard to human resource practices, irrespective of race, gender, sex, pregnancy, marital status, family responsibility, ethnical social origin, colour, sexual orientation, age, disability, religion, HIV status, conscious, belief, political opinion, culture, language, birth or on any other arbitrary ground. The business strives to ensure that South Africans from all cultural backgrounds are able to participate in the activities of the business in a fair manner.

Please note that we will process all personal information received, in alignment with POPI. We will use personal information for processing of applications only. By applying for this role, you are providing consent to process your personal / special personal information.