Divisional Sales General Manager

Complement Recruitment are recruiting for a Divisional Sales General Manager based in Swaziland Eswatini. Applicants can be South African or Swazi citizens, either based in Eswatini or looking to relocate back home. The GM is responsible for leading and managing a team of sales managers to drive accelerated growth and achieve sales goals and objectives for all Clients assigned in a responsible and sustainable manner. This includes ensuring the development and implementation of sales strategies, motivating and coaching the team, ensuring superior customer service delivery and ensuring effective management of the sales pipeline. The ideal candidate will have a proven track record of success in the FMCG industry and a strong understanding of sales and marketing principles.

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Minimum Requirements Qualifications And Skills

• Relevant Diploma
• 5 years’ FMCG operations management experience with exposure to all key areas (finance, people, supplier, customer & process management).
• Strong understanding of sales, marketing and key account management principles.
• Demonstrated ability to lead cross-functional teams and lead others towards a common purpose.
• Proficient in Microsoft Office Suite
• Must be familiar with current trends, practices and metrics relevant to the industry.
• Immediate Supervisor: Sales Executive
• Direct Reports: Sales Administrator, Sales Manager, Sales Project Lead, Service Level Manager

KEY SKILLS
• Ability to prepare and deliver budgets and targets.
• Excellent organisational skills
• Strong leadership and management skills.
• Excellent communication and interpersonal skills.
• Ability to work independently and as part of a team.
• Strong analytical and problem-solving skills at strategic and operational level.
• Strong business and financial acumen

SUMMARY OF RESPONSIBILITIES

Strategic Leadership
• Provide leadership and direction in the development and execution of the sales budget and strategies relative to their assigned sales division.
• Formulate initiatives to contribute towards the execution as well as supplier strategic plans.
• Manage expenses against budget providing feedback on a quarterly basis. This includes headcount, fuel and key accounts budgets.
• Oversee the development of supplier budgets by the Sales Managers on an annual basis, and drive the achievement of all set supplier budgets as set out for the year.
• Work closely with the Sales Operations General Manager in the development and execution of sales operations strategies relative to their assigned division.
• Set and drive the achievement of key performance targets for their division: sales, delivery, cost, expenses and other measurements of operational performance.
• Support and lead company products sales, growth and continuous cost & quality improvements in the business.
• Manage all sales related activities setting and strictly monitoring sales targets and ensure accurate delivery of products in all sales channels.
• Develop and manage execution plan to minimize expiry of products in the market.
• Minimise sales returns/damaged goods and short-dated goods by monitoring returns, developing a depletion plan and avoiding overstocking the points of sales.
• Understand and develop plans to mitigate the risks associated with business including sales, operations, finance and people.
• Timely update and present competitors’ activities and provide market feed-back on new products, prices changes, new launches, to senior management.
• Communicate sales results and activities to senior management and provide recommendations and plans for ongoing improvement.
• Drive alignment of team with relevant policies to include leave, dress and car usage.
• Perform any other duties as may be reasonably assigned.

Operational Excellence

Call Compliance:
• Visit strategic customers over a 12-week period, conducting reviews and plans with store managers and owners to maximize store and supplier growth opportunities.
• Review service delivery to all customers, and develop and drive improvement initiatives, keeping Senior Management abreast of all issues and response initiatives.
• Conduct trade visits with Sales Managers as well as Suppliers to identify training and sales operational opportunities.
• Identify listing needs / opportunities to action at key account level to increase sales growth in all outlets.

Promotional Compliance:
• Identify sales opportunity drivers, trends and pricing, discuss and develop a plan with the Sales Manager to ensure optimal sales volume growth on all suppliers, in all outlets.
• Manage the process and assist Sales Managers in promotional pricing requests to suppliers in response to changes in the market where no supplier support is provided
• Oversee demand forecasting.

Speed to Market:
• Manage and track all NPD’s on MacMobile loaded by the Sales Managers and discuss weekly progress made, and action still needed within your team.
• Forecasting on all new lines for accurate submissions to Procurement function.

Customer Service:
• Complete customer sales review with each store for each supplier on a quarterly (12 weeks) basis, as well as monthly reviews with store managers and key account customers.
• Oversee the weekly submission of brag albums to suppliers.
• Host suppliers on local trade visits, and complete contact reports as required.
• Oversee the process of key account calling, ensuring correct listings and pricing and that promotional activities are tied up by Sales Manager on a monthly basis for each store group and relevant supplier.
• Oversee the process of stock forecasting for all suppliers, ensuring sufficient stock at the warehouse and at store level to cover demand. This includes ensuring that forecasts are completed before any promotional activity is executed.

RTM Service Structure:
• Review and categorise stores based on turnover, and ensure correct allocation of merchandisers.
• Design and manage sales team call cycles.
• Collect sales data from allocated outlets for all Clients on a monthly basis as required for correct billing of merchandising fee.

Returns Target Achievement:
• Ensure that returns targets for all suppliers are met as defined.

Capability Building

Learning and Development
• Drive compliance with training/e-learning requirements to include national training interventions implemented by supplier (Division specific) and training provided.
• Drive compliance with performance management process, ensuring completion within set timelines
• Ensure the development and execution of coaching & mentoring plans for high performing staff, and succession plans as required.

KEY PERFORMANCE INDICATORS
• Budget alignment & execution
• Delivery against sales targets
• Compliance with returns/damages targets
• Performance and morale of direct reports
• Achievement of purchasing profit budget
• Compliance with reporting requirements
• Spend account management
• Forecast accuracy

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Apply Directly on our Contact Form – Attach your Microsoft Word CV, and complete all the required information – www.complement.co.za/contact

Please Note: Companies may expire jobs at their own discretion. Should you not meet the minimum requirements or hear from us within 3 weeks, please consider your application unsuccessful.