Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. Reponsible for the work of the Sales Representatives and Merchandisers in the Wholesale Team.
Job Purpose
To manage and lead the Wholesale Team to implement a market driven differentiated service that builds sustainable competitiveness within clearly identified channels, thereby delivering sustainable growth in brand equity, sales volume, market share, competitive advantage and corporate reputation. Required to supervise and coordinate the schedules of the sales representatives to meet and exceed sales quotas.
Key Accountabilities and Outputs
Sales Supervisor Duties and Responsibilities
- Understand customer needs and offer solutions and support
- Organize and coordinate sales representatives schedules
- Research potential leads from business directories, web searches, or digital resources
- Recruit, hire, and train new sales representatives
- Receive and report on all sales leads
- Supervise sales representatives and assistants
- Answer potential customer questions and follow-up call questions
- Work with sales team when closing sales
- Track weekly, monthly, and quarterly performance and sales metrics
- Meet all sales quotas and goals
- Assist sales representatives and team to meet and exceed goals
Performance Management
Determines and communicates business direction and work prioritiesRegularly assess progress against directivesReacts promptly to performance challengesProvides meaningful interim and year-end Performance ReviewsDrives a high performance cultureDelivers sustainable resultsCustomer Development
Manage and build customer relationships with Outlet ownersDrive weekly customer calls per outlet to build effective partnerships and resolve customer issuesEnsure all current, correct customer master data captured onto Rapid Trade and is maintainedAchieve customer sales volume targetsEnsure each outlet buys directly from the Company consistently on a weekly basisExecution Guidelines
Ensure the delivery of product availability, merchandising, promotions, pricing and space in outletsMonitor volumes by outlet to ensure 100% availability of key brands and packs through forward planningManage stock rotation to ensure 100% availabilityDrive the effective execution of selective merchandising implementation in the consumption and purchase zonesNegotiate and execute interior and exterior price communication; capture price priorities; ensure price point compliance and execute on the overall price and promotion campaigns throughout the yearAsset Management
Manage the Company refrigeration assets by driving governance and complianceManage all the Company assets in the outlets including permanent merchandising and signageEnsure the Company products are stocked in fridges as per guidelinesConduct asset verification surveys (Fridges, etc.)Assist customers with managing stock replenishment to minimise stock outsManage stock rotation and qualityAdditional Region-Specific Accountabilities and Outputs (WC)
Route Ride Weekly 2 Routes
ITMO (format will be provided)
Strike Report (format will be provided)
Store Specific space
Weekly Report on all brands
Account Rec-Report
Monthly Forecast (Month-end Discussion)
Promotion Report
Qualifications and Experience
Grade 12 / Matric / NQF level 4At least 3 years’ experience (Operational Execution) Experience in a sales / marketing / FMCG environment – preferably CSDIntermediate knowledge of PC and experience with tracking and recording call information, on Microsoft Office and / or similar softwareDemonstrated and proved sales resultsAbility to multitaks, prioritize and manage time efficientlyExcellent Customer Care and focusExcellent verbal and written comunication skillsPersuasive and goal orientatedKey Qualities
Critical Success Factors
Customer PerspectiveCommunication
Routine communication with customers or clientsProblem Solving
Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.Relationships Maintained
Others outside of own work area but inside the organisationBehavioural Competencies
Customer Relations
Asks questions to identify customer needs or expectationsFollows through and meets personal commitments to others on timeTakes responsibilities seriously and consistently meets the clients’ expectations for quality, service, and professionalism.Continuously monitors delivery to make sure the customer is receiving good serviceShows a strong commitment to exceeding customer expectationsAble to own responsibility for mistakes, apologise and make suitable changes to servicesNegotiation
Able to recognise a situation in which negations are requiredAble to listen to the oppositions argument attentively with the aim of reaching an effective outcomeAble to tactfully present facts on a “need to know basis” so as to ensure a successful outcome.Able to refer to facts presented by the opposition to strengthen argument.Possesses the interpersonal skills necessary to negotiate an effective outcomePlanning and Organising
Manages time effectively, ensuring effective completion of tasks under stressful deadlines.Able to prioritise activities and resources, ensuring that results are achieved effectively.Able to evaluate progress and make appropriate adjustments to initial plans, ensuring a successful outcome.Knowledge of Business
Follows systematic, multi-source learning regiment designed to educate oneself quickly : keeps oneself currentDescribes the important impacts that one has on the success of one’s functional area and on company results; demonstrates a knowledge of the customers businessUses business understanding to make sound decisions and influence the decisions of othersContinuous Improvement
Increases performance expectations when success has been achievedSeeks out sources of information, including trade associations, “best practice” companies, customers, peers, subordinates, etc.Finds ways to fast-adapt improvement ideas to work processesProactively seeks out resources, alliances, etc., needed to quickly introduce improvements