Department Strategic Objectives

• Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives
  

Job Purpose

• Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory.
  

Responsible for:

• Van Sales Representative/Open Market Sales Representative.
  
• Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff
  

Context/Scope

• A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
  

Knowledge, Skills & Experience Needed

Qualifications:

• First Degree in any discipline
  
• Computer Literacy
  

Experiences: (What experience brings success to this role):

• Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
  
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
  

Knowledge: (What does the person need to know):

• Good knowledge of business objectives and priorities.
  
• Experienced driver with valid license
  
• Knowledge of Field Sales Management and Market Intelligence.
  
• PZ Cussons Leadership competencies
  

Functional or Technical / Business Skills: (What can the holder do):

• Commercial Acumen - Emerging
  
• Customer Management - Emerging
  
• Negotiation Skills - Emerging
  
• In Market Execution - Emerging
  
• Selling Skills - Emerging
  
• Sales Drivers - Emerging
  
• Channel Strategy - Emerging
  
• Communication/Interpersonal skills - Developed
  
• IT Skills - Developed.
  

Department Strategic Objectives

• Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives
  

Job Purpose

• Work with the Distributor/Distributor sales team to deliver agreed business objectives within assigned territory.
  

Responsible for:

• Van Sales Representative/Open Market Sales Representative.
  
• Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff
  

Context/Scope

• A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
  

Knowledge, Skills & Experience Needed

Qualifications:

• First Degree in any discipline
  
• Computer Literacy
  

Experiences: (What experience brings success to this role):

• Minimum of 1 year experience in marketing or sales, and over this period has successfully delivered on KPIs.
  
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
  

Knowledge: (What does the person need to know):

• Good knowledge of business objectives and priorities.
  
• Experienced driver with valid license
  
• Knowledge of Field Sales Management and Market Intelligence.
  
• PZ Cussons Leadership competencies
  

Functional or Technical / Business Skills: (What can the holder do):

• Commercial Acumen - Emerging
  
• Customer Management - Emerging
  
• Negotiation Skills - Emerging
  
• In Market Execution - Emerging
  
• Selling Skills - Emerging
  
• Sales Drivers - Emerging
  
• Channel Strategy - Emerging
  
• Communication/Interpersonal skills - Developed
  
• IT Skills - Developed.
  

Key Accountabilities

• Achieve agreed business objectives/KPIs for the territory( Sell-out, Focus Brands, NPD listing, POP deployment, promotions etc.)
  
• Implement outlet coverage strategy in assigned territory, enlist and keep updated database of relevant outlets.
  
• Achieve sales drivers (Quality, Distribution, Visibility, Price/promotion) objectives for the territory.
  
• Manage and review the activities of the Secondary Sales Force in assigned territory
  
• Work with Area Sales Manager to develop Joint Business Plan of customers in assigned territory.
  
• Monitor and manage execution of all Promotional /launch/ agencies activities in assigned territory.
  
• Lead Market intelligence gathering and competitor activity monitoring and report timely.
  

Measurement/Performance Indicators:

• Target vs. Actual monthly/yearly performance (sell-out,e, KPIs
  
• Timely and quality of execution of trade and marketing activities in assigned territory)
  
• Implementation of Territory Coverage Strategy
  
• Achievement of Quality, Distribution, Visibility, Price/promotion targets.
  

Internal & External Relationships:

• Area Sales Manager
  
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
  
• Customers
  
• Agencies
  
• PZ Marketing & Sales network