Sales Manager Cape Metro On


Job Purpose Changes in the spirits environment will result in PRSA changing the way it manages its On Trade business and will therefore need to adapt in order to respond to the: Implementation of On Trade channel agreements and strategy Strong growth of regional and national influential accounts Sophistication of the bar trade, and role in the drink prescription Emerge of specialized trend-setters/outlets In this content, the purpose of the role is to implement the On-Trade strategy in partnership with the Field Sales Channel Director that will deliver PRSA top line and profit objectives in the South African domestic spirits market. Accounts perimeter include: Restaurants Low Energy Bars High Energy Bars Night clubs Deliver PRSA business goals of turnover and profit. Implement On-Trade strategy including resource allocation. Key Duties and Responsibilities Job Scope and Context Team Job Based in Cape Town, with travel to regional locations, regular evening work required Target driven, able to work independently, pressured environment Commercial Strategy and Planning Ability to, implement and get alignment behind a commercial plan, taking into account the short- and long-term view: Define and monitor short- and long-term business plan and priorities: growth opportunities, objectives, actions, resources at channel, customer and brand levels Set KPIs to monitor commercial activities and manage commercial performance at channel, customer and brand level Business Intelligence Ability to get a deep understanding of the market competitors, channels, categories & customers to transform it into business opportunities: Get a deep understanding of the market dynamics direct / indirect competition, channels, customers by collecting & analysing internal / external information, data and trends Monitor competitive intelligence Identify and define business opportunities and key drivers of growth Identify risks and opportunities of market changes Negotiation Ability to manage customers needs and requests through appropriate negotiation cycle and techniques, in order to achieve global business objectives: Understand complex customers business stakes, environment, needs and challenges in the negotiation process Use negotiation resources and techniques to reduce gap between customers demand and business objectives, in line with the commercial strategy Identify win-win states and common interest grounds to establish customer partnerships Anticipate customers behaviours, changes, risk / opportunities or conflicts and adapt the negotiation cycle accordingly Project Management Ability to plan and organize diverse tasks in a transversal project, managing and maximizing performance of project teams, to achieve objectives in time: Define and plan a project: scope, objectives, responsibilities, planning, KPIs and resources Manage a project, resources and planning monitoring, cost and risk evaluation Foster collaboration, coordinate and motivate project team members, to maximize the team performance Engage stakeholders around the project and get their buy-in: communication and promotion of the project within organizational culture Ensure executional excellence in the activation of our brands Influencing and Partnering Ability to establish and develop trusting and impactful relationships with internal and external stakeholders: Demonstrate influencing skills, internally and externally Develop an efficient network through strong interpersonal skills and a good understanding of organizational and individual issues Create partnerships through the development of successful long-term relationships, that will positively impact the business Drive for Business Results Ability to recommend, implement and evaluate effective ness of business activities in order to optimize business performance and ensure excellence in execution: Demonstrate an overall understanding of business environment and companys vision Propose and understand evolutions in business priorities, resource allocation and organizational structure Experience Planning Ability to co-develop and monitor the touchpoint plan to bring to life the consumer & brand experience, in line with the brand & portfolio strategy: Identify the relevant touchpoints and influencers, ensuring holistic experience across the consumer journey Define and monitor short- and long-term plan Prioritize and allocate resources and budget for each touchpoint Price Management Ability to navigate all aspects of pricing, understand how pricing affects our business performance and developing pricing tactics in day-to-day activities: Understand key pricing concepts Implement and manage effectively the pricing strategy across different channels and customers Financial Acumen Ability to integrate revenue and profitability aspects within all activities to generate greatest ROI within budget guidelines: Understand the brand / portfolio P&L, customer P&L, COGs and stocks Understand financial ratios and their implication Partner with brand team in order to optimize the portfolio P&L, to optimize business performance Insights into Action Ability to get a deep understanding of the consumer, shopper behaviour from observation, to transform insights into actions & business opportunities: Know and use the key sources of consumer information, and methodologies to get a deep understanding of the behaviours Leverage trends, category and consumer understanding into insights and opportunities Size and prioritize insights to recommend actions and unlock growth Brand and Portfolio Strategy Understand and influence the ambition and strategic objectives & concepts to differentiate the brand & portfolio from the competition and to develop PR business: Understand the brand ambition, anticipating mid-to long-term changes within the environment, business opportunities and risks Leverage market, consumer & shopper insights, consumer journey and route -to-market opportunities, to define priority targets, develop effective strategies and activations Key Competencies and Experience Knowledge, Skills and Attributes: Functional and Technical Competencies Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial activities, Customer relationships management, Sales Team Management Behavioural Competencies Strategic Planning, Commercial Awareness, Problem Solving, Influencing Skills, Team Work, Building and Maintaining Collaborative Working Relationships, Adaptability Qualifications and Experience: Bachelor of Commerce Degree or similar Tertiary equivalent At least 6 years experience within a commercial environment 2 of which must been in a Management capacity or at least 8 years relevant sales experience Experience within the On-Trade environment is essential Drivers License Job Posting End Date: -04-05-07:00 Target Hire Date: -05-02-07:00 Target End Date:
Posted
05/05/2022
Location
Johannesburg, GT, ZA