National Sales Executive - Vector Logistics

Job Purpose

• To drive profitable sales growth through overall management of the Vector Sales Team- consisting of sales and merchandising - focused on selling across all the company’s principals and customers.

Key Responsibilities

Strategic Operations Planning

• Participate in the strategic decision-making processes of the organization as a member of the executive management team.
• Develop the strategic direction for Vector Trade Marketing and drive the implementation and achievement of the set strategy.
• Develop and maintain an appropriate Vector Trade Marketing structure that supports the agreed strategy, customer contracts and meets the changing/evolving needs of the organisation.
• Manage and develop strategic relationships with principals and customers.

Strategy Execution

• Work in conjunction with the COO and CGO to create a national sales strategy, based on a 3 to 5 year view of requirements.
• Determine operational capacity required across both the medium and the long term and plan required resourcing and technology requirements accordingly.
• Work closely with national cross-functional management teams to ensure the delivery of an integrated supply chain benefit.
• Drive the adherence to appropriate performance metrics across Vector Trade Marketing and the Call Centre.
• Suggest improvements to the annual functional strategic plan and manage the co-creation of VSS’s contribution to the plan.
• Ensure the agreed strategy is implemented through team targets and that these targets align cross functionally within area of responsibility.

Operational Planning

• Provide the overall management and set the strategic direction for Vector Trade Marketing.
• Focus management towards the goal of yielding profitable revenue growth for the company.
• Develop and maintain strategic sales relationships and alliances with partners to develop sales opportunities.
• Coordinate the development of sales promotions and lead generation activities.
• Maximise route to market opportunities and optimise shelf health, increase sales, grow market share and ensuring brand activation.
• Manage and incentivise the national sales force efficiencies through the implementation and management of a scorecard system.
• Manage national field sales activities relating to strategic data collection and market intelligence.
• Develop the strategy with senior sales managers for operational standards in:
• effective sales administration
• relationship building
• implementation of promotion grids
• communicating promotional activities to field sales force
• ensuring forward share is reflected on shelf as per market share
• ensuring market share is reflected in the categories
• ensuring shelf health is implemented, maintained and measured
• communicating sales targets to the field force
• increasing sales volumes in stores
• ensuring cross merchandising
• monitoring in-store pricing
• ensuring that out-of-stocks are limited
• driving ad hoc promotions to increase sales
• compiling trade visit reports
• compiling monthly reports by regional/area sales managers
• conducting review meetings with clients
• monitoring stocks in depots
• managing rewards and remuneration
• monitoring and controlling fuel, cell and motor vehicle expenses
• monitoring and controlling overtime.

Sales Innovation

• Identify opportunities for the appropriate and cost-effective investment of resources within the operation.
• Identify and research emerging cutting-edge sales and call centre practices, systems, equipment, and technologies to be introduced within the company.
• Keep current with trends and issues in the industry, including current industry best practices and innovations.
• Review and approve major contracts for Vector Trade Marketing services and equipment.

Cost and Budget Management

• Develop the annual operating and capital budgets for the Vector Trade Marketing and Call Centre operations.
• Approve, coordinate and control all projects related to these operations.
• Evaluate operational alternatives, perform appropriate cost-benefit analysis, and implement solutions that maximize effectiveness and minimise costs.

Leadership

• Lead the sales team towards meeting strategy and targets – through regular communication and utilisation of full organisational talent management tool set.
• Manage and deliver on succession plans to enable the development of a future generation of leaders and specialists and ensure optimal turnover and retention levels are maintained.
• Drives Employment Equity within the sales team to ensure that diversity is achieved at all levels and that statutory targets and requirements are met.
• Champions training and development of Sales team utilising available training opportunities or contributing to the development of new training solutions in collaboration with regional and national training specialists.
• Conduct regular performance appraisals with subordinates and ensure that the process is cascaded throughout the regional teams.
• Develops and manage high performance multi-disciplinary teams in order to solve problems within Sales.
• Conducts regular meetings and ensure that records are kept and shared across the team and that action plans agreed to within team meetings are delivered upon.
• Manage overall employee relations climate with sales and ensure corrective action is taken where required in line with relevant legislation and company policy.
• Managing the recruitment and selection of staff in conjunction with HR.

KPI’s

• Achievement of strategic targets.
• Performance against agreed metrics.
• Maximisation of route to market opportunities.
• Optimisation of shelf health.
• Sales volumes.
• Market share.
• Brand activation.

Key Relationships

Internal

• CEO of Vector.
• COO of Vector.
• Senior leadership team / Exco.
• Supply Chain Planning Manager.

External

• Principals.
• Customers at senior management/director level.

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

• A minimum of a relevant bachelor's degree or equivalent, with a postgraduate or master's degree highly advantageous.
• A minimum of 10 years of successful sales management experience at a senior / executive level within the FMCG sales industry.
• Proven track record in managing large workforce compliments.
• Track record of success working with customers senior executives.
• Valid code EB drivers' licence.

Skills and Competencies

Leadership Standards

• Provide inspirational leadership.
• Create a culture of execution.
• Display business insight and innovate.
• Develop customer service obsession.
• Develop commitment through engagement.

Knowledge

• Business principles.
• Company economics.
• Sales and marketing principles and methodologies.
• In depth knowledge of direct sales, merchandising, call centres, and market intelligence.
• Current market innovations.
• Products and services offered by the competition.
• Broader direct sales services industry.
• Business principles.
• Company and Group economics (supply and demand).
• Sales and marketing principles and methodologies.
• Research methodologies.
• The principals and their business.

Skills

• Planning and organisation.
• Negotiation.
• Project management.
• Computer literacy (MS Office and SAP).
• Verbal and written communication.
• Report writing.
• Presentation.
• Interpersonal.
• Logical thinking.
• Innovative thinking.
• Problem solving.
• Decision-making.
• Analytical and evaluative thinking.

Attributes

• Initiative and assertiveness.
• Tolerance of stress and pressure.
• Able to prioritise.
• Organisational awareness.
• Commitment to building strong business relationships with customers.
• Ability to interface and demonstrate leadership both internally and externally.
• High-energy self-starter as well as collaborative team player.
• Effective cross functional communicator within the Company, the Group and the customers.
• A visionary able to turn customer need into actionable solution.
• A driver with a never-quit attitude that knows how to drive sales on an accelerated schedule.