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National Sales Executive

National Sales Executive

Vector Logistics LimitedSouth Africa
7 days ago
Job description

National Sales Executive – Permanent – LinbroParkCPG

Overview

We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.

But we are also more than that. We are people serving people. While we boast the best in tech and infrastructure, our people are our greatest resource. With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.

Vector’s vehicle fleet includes a food industry first in ‘multi-temperature’ vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.

Job Purpose

To drive profitable sales growth through overall management of the Vector Sales Team – consisting of sales and merchandising – focused on selling across all the company’s principals and customers.

Strategic Operations Planning

  • Participate in the strategic decision-making processes of the organization as a member of the executive management team.
  • Develop the strategic direction for Vector Trade Marketing and drive the implementation and achievement of the set strategy.
  • Develop and maintain an appropriate Vector Trade Marketing structure that supports the agreed strategy, customer contracts and meets the changing / evolving needs of the organization.
  • Manage and develop strategic relationships with principals and customers.

Strategy Execution

  • Work in conjunction with the COO and CGO to create a national sales strategy, based on a 3 to 5 year view of requirements.
  • Determine operational capacity required across both the medium and the long term and plan required resourcing and technology requirements accordingly.
  • Work closely with national cross-functional management teams to ensure the delivery of an integrated supply chain benefit.
  • Drive the adherence to appropriate performance metrics across Vector Trade Marketing and the Call Centre.
  • Suggest improvements to the annual functional strategic plan and manage the co-creation of VSS’s contribution to the plan.
  • Ensure the agreed strategy is implemented through team targets and that these targets align cross functionally within area of responsibility.

    • Operational Planning

  • Provide the overall management and set the strategic direction for Vector Trade Marketing.
  • Focus management towards the goal of yielding profitable revenue growth for the company.
  • Develop and maintain strategic sales relationships and alliances with partners to develop sales opportunities.
  • Coordinate the development of sales promotions and lead generation activities.
  • Maximise route to market opportunities and optimise shelf health, increase sales, grow market share and ensuring brand activation.
  • Manage and incentivise the national sales force efficiencies through the implementation and management of a scorecard system.
  • Manage national field sales activities relating to strategic data collection and market intelligence.
  • Develop the strategy with senior sales managers for operational standards in :

    • Effective sales administration

  • Relationship building
  • Implementation of promotion grids
  • Communicating promotional activities to field sales force
  • Ensuring forward share is reflected on shelf as per market share
  • Ensuring market share is reflected in the categories
  • Ensuring shelf health is implemented, maintained and measured
  • Communicating sales targets to the field force
  • Increasing sales volumes in stores
  • Ensuring cross merchandising
  • Monitoring in-store pricing
  • Ensuring out of stocks are limited
  • Driving ad hoc promotions to increase sales
  • Compiling trade visit reports
  • Compiling monthly reports by regional / area sales managers
  • Conducting review meetings with clients
  • Monitoring stocks in depots
  • Managing rewards and remuneration
  • Monitoring and controlling fuel, cell and motor vehicle expenses
  • Monitoring and controlling overtime

    • Sales Innovation

  • Identify opportunities for the appropriate and cost-effective investment of resources within the operation.
  • Identify and research emerging cutting-edge sales and call centre practices, systems, equipment, and technologies to be introduced within the company.
  • Keep current with trends and issues in the industry, including current industry best practices and innovations.
  • Review and approve major contracts for Vector Trade Marketing services and equipment.

    • Cost and Budget Management

  • Develop the annual operating and capital budgets for the Vector Trade Marketing and Call Centre operations.
  • Approve, coordinate and control all projects related to these operations.
  • Evaluate operational alternatives, perform appropriate cost benefit analysis, and implement solutions that maximize effectiveness and minimise costs.

    • Leadership

  • Lead the sales team towards meeting strategy and targets – through regular communication and utilisation of full organisational talent management tool set.
  • Manage and deliver on succession plans to enable the development of a future generation of leaders and specialists and ensure optimal turnover and retention levels are maintained.
  • Drives Employment Equity within the sales team to ensure that diversity is achieved at all levels and that statutory targets and requirements are met.
  • Champions training and development of Sales team utilising available training opportunities or contributing to the development of new training solutions in collaboration with regional and national training specialists.
  • Conduct regular performance appraisals with subordinates and ensure that the process is cascaded throughout the regional teams.
  • Develops and manage high performance multi-disciplinary teams in order to solve problems within Sales.
  • Conducts regular meetings and ensure that records are kept and shared across the team and that action plans agreed to within team meetings are delivered upon.
  • Manage overall employee relations climate with sales and ensure corrective action is taken where required in line with relevant legislation and company policy.
  • Managing the recruitment and selection of staff in conjunction with HR.

    • KPI’s

  • Achievement of strategic targets.
  • Performance against agreed metrics.
  • Maximisation of route to market opportunities.
  • Optimisation of shelf health.
  • Sales volumes.
  • Market share.
  • Brand activation.

    • Key Relationships

    Internal

  • CEO of Vector.
  • COO of Vector.
  • Senior leadership team / Exco.
  • Supply Chain Planning Manager.

    • External

  • Principals.
  • Customers at senior management / director level.

    • Qualifications, Skills and Experience Required for the Job

    Qualifications and Experience

  • A minimum of a relevant bachelor's degree or equivalent, with a postgraduate or master's degree highly advantageous.
  • A minimum of 10 years of successful sales management experience at a senior / executive level within the FMCG sales industry.
  • Proven track record in managing large workforce compliments.
  • Track record of success working with customers senior executives.
  • Valid code EB drivers' licence.

    • Skills and Competencies

    Leadership Standards

  • Provide inspirational leadership.
  • Create a culture of execution.
  • Display business insight and innovate.
  • Develop customer service obsession.
  • Develop commitment through engagement.

    • Knowledge

  • Business principles.
  • Company economics.
  • Sales and marketing principles and methodologies.
  • In depth knowledge of direct sales, merchandising, call centres, and market intelligence.
  • Current market innovations.
  • Products and services offered by the competition.
  • Broader direct sales services industry.
  • Business principles.
  • Company and Group economics (supply and demand).
  • Sales and marketing principles and methodologies.
  • Research methodologies.
  • The principals and their business.

    • Skills

  • Planning and organisation.
  • Negotiation.
  • Project management.
  • Computer literacy (MS Office and SAP).
  • Verbal and written communication.
  • Report writing.
  • Presentation.
  • Interpersonal.
  • Logical thinking.
  • Innovative thinking.
  • Problem solving.
  • Decision-making.
  • Analytical and evaluative thinking.

    • Attributes

  • Initiative and assertiveness.
  • Tolerance of stress and pressure.
  • Able to prioritise.
  • Organisational awareness.
  • Commitment to building strong business relationships with customers.
  • Ability to interface and demonstrate leadership both internally and externally.
  • High‑energy self‑starter as well as collaborative team player.
  • Effective cross functional communicator within the Company, the Group and the customers.
  • A visionary able to turn customer need into actionable solution.
  • A driver with a never‑quit attitude that knows how to drive sales on an accelerated schedule.

    • Vector Logistics supports the principles of EmploymentEquity and is committed to building a diverse and inclusive workplace. Preference will be given to candidates from designated groups in line with our Employment Equity Plan.

    If you have not heard from us within 3 to 4 weeks after submitting your application, please consider your application unsuccessful on this occasion. We truly appreciate your interest in joining the Vector team and encourage you to stay connected for future opportunities that may align with your skills and career journey.

    We look forward to hearing from you!

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    Sales Executive • South Africa