Sales Manager Food Midrand - Midrand
Glasshouse Recruiting
Requirements: 3-5 years sales and marketing experience (flavours a distinct advantage, however, other industries will be considered) Management experience critical as on-the-job coaching of the sales team is a requirement Relevant tertiary business qualification an advantage Leadership Capabilities: Passion for customers - Engages customers in development of solution Thinks strategically - Applies a broad perspective to the sales team challenges Acts decisively - Makes effective decisions under pressure Drives performance - Holds others accountable for high standards and provides clarity on what needs to be accomplished, why and the consequences Works collaboratively - Respects and integrates diverse views by seeking input and incorporating them into decisions/proposals Develops people & organisation - Provides coaching and feedback in the moments, while continuing to develop him/herself Influencing Skills - Influencing others towards a desired way of thinking or course of action. Uses understanding of the other person's point of view to frame their message in a way, which encourages its acceptance Relationship Building - Capitalise on internal and/or external networks to influence internally and achieve mutually beneficial results Business Acumen - Knowledge of key drivers of business performance and ability to recognise and capitalise on opportunities Analytical skills - Draws conclusions from various sources of info. Identifies underlying issues. Identifies cause and effect relationships The main purpose of this position: Responsible for managing, developing and directing the RSA team of sales reps to successfully promote client and its products and maximise sales potential for designated flavours, colours and speciality ingredient products, through leveraging strong business relationships In alignment with the company strategy, ensure the team attains or exceeds agreed sales volume and monthly budgets for designated products Duties & Responsibilities: Team Coaching and Effectiveness Management: Appoint, build and maintain a first class cohesive sales team and provide ongoing motivation Agree Rep's roles, performance criteria, objectives and standards of work execution and monitor performance on an ongoing basis Foster the development of individuals with the appropriate level of needs analysis, coaching and support Ensure the coaching process is firmly entrenched and coaching plans are effectively implemented: Assess reps against sales calls best practice Identify strengths and areas for improvement Coach reps on sales and submit coaching plans and reports Plan career and succession paths; formulate and action tailored Key Performance Indicators (KPIs) that underpin employee development and growth and are aligned to Leadership Capabilities Implement appropriate recognition and incentive schemes to align the team with company goals and drive performance Facilitate departmental and interdepartmental collaboration' participation, communication and support to maximise performance Developed Territory Action Plan (TAP) and Provision of Leadership: Assess and prioritise - target customers (based on products and strength of existing relationships with client); business opportunities; the regional selling environment; brand campaigns Adjust territory call plans and create rep call plans aligned to the segmentation and targeting exercise; team resources and capabilities; and company requirements Think strategically - develop and implement a territory action plan (TAP) that reflects focused analysis and the longer-term objectives for designated product ranges within client's business strategy Allocate appropriate resources across sub-territories and customer groups and prioritise actions based on sales impact, national segmentation and targeting Work collaboratively with the CEO to execute marketing strategies Drive performance through successfully communicating the territory action plan as agreed; define actions to build rep and team capabilities Managed and Achieved Territory Action Plan: Ensure that objectives and standards of performance are understood and owned by sales reps Leverage existing business relationships and loyalty to the client's brand - engage customers in the development of solutions, seek to understand underlying issues/needs and pro-actively engage the customer in identification of solutions For sales targets, budget, KPI's and Smart actions Assess the performance against targets Explain the gap and route cause Act decisively and quickly based on analysis of data; take corrective actions/ provide support as required to achieve targets Ensure proper management of resources creating maximum return through continuous monitoring and analysis; adapt plan as required Provide an appropriate and satisfactory system for effective communication with all members of the team; communicate performance progress during field visits and team meetings Continuously seek input from the cross functional team and incorporate diverse views into decisions and proposals Maintained Administrative Systems and Control: Effectively use tools and data for monitoring and controlling the sales team performance against business plan and budget including: Sales reporting KPI control Coaching system Implement and Manage the CRM requirements: Logging of calls Accuracy and currency of data on SAGE Ensure team members meet all admin requirements e.g. expense reports, business reviews, sales gap analysis, budget achievement Report as required on territory action plan implementation and budget spend and take corrective action as required Personal Effectiveness: Maintain a current knowledge of Company policies and procedures, and legislative requirements Achieve competence in prescribed skills and knowledge Identify developmental needs and locate appropriate learning resources Alignment of Personal and Company Values: Align with the values and vision of the client Develop and role–model a culture recognising need for work-life balance Facilitate the development of a diverse and harmonious working environment and actively encourage the development of the client's culture Display and drive the development of leadership capabilities in the region Customer Complaints Reporting: Report any customer complaint in line with our SOP Safety Health and Environment: Maintaining a safe and healthy workplace and identifying and understanding the specific SHE risks and requirements for staff and team Maintaining a reliable process for setting up, delegating responsibility for, and reviewing the effectiveness of risk-management decisions and controls Making sure the staff understand the full range of their SHE responsibilities and are trained against identified needs to perform their jobs safely, in a way that protects the environment and otherwise in line with Policies and applicable laws, regulations and procedures Supervising the staff, making sure that they take personal responsibility for managing the SHE risks associated with their roles, and that their performance against SHE responsibilities is built into the job appraisal and appointment process Making sure that any accidents, incidents and non-compliance with the policy or any legislation issue are reported and investigated and that appropriate corrective action is taken Key Performance Areas: Team coaching and effectiveness management Working in field with the sales team on a weekly basis Managing own strategic and very specific key accounts Developed Territory Action Plan (TAP) and provision of leadership Managed and achieved Territory Action Plan (TAP) Maintained administrative systems and control Personal effectiveness Alignment of personal and company values Customer complaint reporting Safety Health and Environment
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