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Territory Sales Manager - Contract Role

PZ Cussons

Marketing & Communications

NGN Confidential
Yesterday

Job Summary

 

Job Description/Requirements

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.

Job Title:

Territory Sales Manager

Level:

Contract

Department

Sales/Commercial

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 to:

Area Sales Manager

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.

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
  • 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
  • At PZ Cussons, we value diversity and make sure everyone feels included. We want our team to reflect society and our global customers. We welcome applicants from all backgrounds because your unique perspective helps us develop brands and create new products for our consumers. 


    If you need extra support during this process, please inform us so that we can accommodate your needs appropriately. It is important to us that all candidates feel recognised and have a good experience with PZ Cussons as part of our commitment to inclusivity.

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