Modern Trade Sales Manager at Farmers Choice Limited

POSITION OVERVIEW:

Managing and developing the business at a strategic level with key modern trade customers to develop brands and optimize profitability. He/She will ensure  the successful implementation of Joint Business Plans and promotional activities at an operational level. Develop and effectively implement channel strategies  while maximizing overall profitability. 

KEY DUTIES

PERSONAL SPECIFICATION

• Develop strategic sales plans and on shelf availability channel strategy for Key Accounts geared to achieve defined business objectives across  all product categories.
• Set clear targets and strategies for accomplishment of the top line and bottom line KPIs for modern trade business.
• Developing, administering and successful executing Annual Business Plan (account activity grids / joint business plan) forecasted on the 
• Budget goals for the channel.
• Lead the development and execution of brand / category solutions and activities for Key accounts based on fully integrated, shopper and channel insights. 
• Monitor sell-out by customer/by brand/by salesman as well as market behaviours and competitor activities to ensure timely reactions.
• Ensure achievement of sell-out monthly targets. 
• Ensure continuous improvement in distribution, merchandising, call coverage while efficiently utilizing resources.
• Recruit effective sales teams responsible for executing sales and promotional campaigns that will drive growth.
• Provide training to the merchandisers and supporting them to ensure successful implementation of the accounts strategy countrywide.
• Conduct monthly and quarterly reviews with customers as well as the modern trade team.
• Negotiate and sign-off annual JBP’s with key customers.
• Developing and maintaining excellent partnership based relationships with clients.
• Communicating with all relevant stakeholders both internal and external to ensure that they are aware of the agreed business plans, 
• promotional cycles and work with them to ensure the successful implementation of these plans accordingly. 
• Manage in-store/digital promotions from the launch through to the successful implementation.
• Liaising with Trade Marketing as well as the Marketing team to ensure that activities are in line with company goals and approved budgets.
• Identification of SKU/Chain/Store opportunity through sell-out Data analysis.
• Track and measure KPI’s (Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency) monthly while taking immediate corrective action.
• Bachelor’s Degree in Sales, Marketing, Business Administration or any related field.
• Must have a minimum of 8 years’ experience in Modern Trade Sales Management.
• Experience in the FMCG industry 
• Strong in customer management, program execution, merchandising and pricing strategy.
• Advanced Computer proficiency and analytical skills
• Advanced reporting and presentation skills