We are PZ Cussons. Our purpose is For everyone, for life, for good.
Sustainability and the wellbeing of people, families and communities everywhere are at the heart of everything that we do.
Since our founding in 1884, we have been creating products to delight, care for and nourish consumers. Across our core categories of Hygiene, Baby and Beauty, our trusted and well-loved brands include Carex, Cussons Baby, Sanctuary Spa and St. Tropez.
Your Job Description
Key Accountabilities
Manage the activities of the field sales team in assigned zone.
Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.).
Achieve sales drivers (QDVP) objectives for the zone.
Manage sell-out of Customers in the zone.
Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
Develop and ensure implementation of outlet coverage strategy for the area.
Implement agreed Route to market strategy in assigned zone.
Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
Identify training needs of team, work with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
Feed into the demand process to optimise the quality, accuracy and clarity of inputs.
Provide market intelligence report in assigned area.
Measurement / Performance Indicators
Achieve weighted distribution targets.
Sell out target vs. actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of activities).
Coverage strategy and implementation.
Coaching and development plan implementation.
Internal & External Relationships
Regional Commercial Manager.
Marketing/Sales/Channel/Supply Chain/Finance/HR team.
Line Managers (Performance Management, recruitment, induction).
Key Distributors/Customers.
Government agencies within Zone.
PZ Marketing & Sales network.
The Job Requirements
Knowledge, Skills & Experience Needed
Qualifications
First Degree in any discipline
Computer literacy (MS Word, Excel, PowerPoint)
Experiences (What experience brings success to this role)
Minimum of 3 years’ experience in marketing or sales with proven delivery on KPIs
Demonstrated ability to coach and develop people
Field Sales management experience
Knowledge (What does the person need to know)
Good knowledge of business objectives and priorities
Working knowledge of core Commercial Planning processes (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs)
Knowledge of Field Sales, Channel or Distributor Management
PZ Cussons Leadership competencies
Functional or Technical / Business Skills (What can the holder do)
Commercial Acumen — Developed
Customer Management — Developed
Negotiation Skills — Developed
In Market Execution — Developed
Selling Skills — Proven Strength
Sales Drivers — Proven Strength
Channel Strategy — Developed
Presentation & Communication — Proven Strength
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