Territory Sales Manager at PZ Cussons

Key Responsibilities

• Drive Account Sales Growth: Develop and execute customer sales plans to achieve revenue, volume, sell-in and sell-out targets.
• Manage Key Customer Relationships: Build strong relationships with buyers, branch teams and other customer stakeholders, supporting Joint Business Plans (JBPs) and customer reviews.
• Deliver Distribution & Availability: Maximize product listings, assortment, outlet penetration, on-shelf availability and new product launches across assigned accounts.
• Lead In-Store Execution: Ensure high standards of merchandising, visibility, pricing, planogram compliance and perfect-store execution.
• Execute Promotions & Commercial Plans: Coordinate account promotions, seasonal campaigns and e-commerce activities, ensuring effective execution and return on investment.
• Forecast & Monitor Performance: Prepare accurate sales forecasts, track performance against targets and implement timely recovery plans where gaps arise.
• Leverage Data & Insights: Analyze account, outlet, category, brand and SKU performance to identify growth opportunities, risks and competitive threats.
• Manage Commercial Compliance: Monitor credit, collections, claims, rebates and deductions while supporting timely account reconciliation.
• Drive Cross-Functional Collaboration: Partner with Trade Marketing, Marketing, Category, Finance, Supply Chain and Customer Service to deliver customer plans and improve order fulfilment.
• Lead Field Execution: Provide clear priorities and performance follow-up to merchandisers, sales representatives, promoters and agency teams supporting assigned accounts.

Key Performance Indicators

Success will be measured against:

• Revenue, volume, sell-in and sell-out growth
• Forecast accuracy and order conversion
• Distribution, availability and assortment compliance
• In-store visibility and perfect-store execution
• New product listing and launch execution
• Promotional effectiveness
• Customer service and order fulfilment
• Debt, claims and deduction resolution
• Outlet visit productivity
• JBP implementation and delivery against agreed milestones
• E-commerce availability and sales performance.

Key Skills & Competencies

• Account management, planning and customer negotiation
• Sales forecasting, target management, and recovery planning
• Retail execution, merchandising, and perfect-store discipline
• Data analysis, reporting, and insight generation
• Stakeholder management and cross-functional collaboration
• Problem solving, ownership, and disciplined follow-through
• Coaching and coordination of field and agency teams
• Proficiency in Excel, PowerPoint, sales reporting, and customer portals.

Qualifications.

• Bachelor’s degree in business, Sales, Marketing, Commerce, or a related field.
• 3–4 years of relevant sales experience, preferably within the FMCG industry and in a territory or field sales role. Prior experience managing the Majid account will be a distinct advantage.
• Demonstrated experience in sales target delivery, distributor/customer management, and retail execution.
• Valid driving license