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Durban : Business Development

The SA market is demonstrating the economic benefits of elevated GDP growth through a surge in premium and ‘lifestyle’ expenditure. The On-Trade Channel, like other retail sectors is proving to be a key brand engagement territory for previously and newly affluent consumers alike with huge competition evident amongst all liquor suppliers for share of consumers’ wallet and their consideration.

This role will be based in Durban

Market Complexity
The SA market is both developing and fragmented with widespread change taking place in the structure of the retail off-trade with the licensing of the FMCG retail chains.

The concentration of purchasing power amongst national accounts on off-trade follows the global trend resulting in ever-increasing pressure on pricing, profitability and service.

Dominance of the on-trade is a strategic imperative ensuring maximum influence at point of consumption.

Main Market dominance is key in delivering growth and key deliverables are distribution and price

Leadership Responsibilities
Lead relationship with customer, merchandiser and Sales Manager.

Purpose of Role
Develop and grow customers.
Apply customer/consumer insights in the development of customer segmentation and sales driver activity targeting
Plan customer call and create compelling fact driven customer proposition based on a detailed knowledge of customer needs and using retail mathematics and knowledge of features of the Brandhouse brands.
Target and implement sales driver activities in order to achieve both brand and commercial objectives.
Visit customers in line with agreed call schedule
Check all stocks to resolve any quality, rotation, and out of stock situations.
Negotiate agreements with customer covering sales driver activities. Influence customers to adopt recommended company guidelines on all sales driver activities within their outlets.
Negotiate listing of new products and build new product displays.
Sell/take order or transfer order, or motivate outlet contact to place order as appropriate.
Monitor customer compliance with any central office agreements.
Identify and resolve customer service issues.
Feedback competitor activity to line manager and head office immediately
Develop new business.
Identify potential new outlets within geography and in line with RTM
Call on outlets and determine their profile v target profile, current product assortment stocked, approach to display and any ties or links to other suppliers.
Identify opportunities for our products and present these to customer.
Open worthwhile new outlets
Participate in sales drives as directed.
Territory management and administration.
Develop an area coverage/contact plan to guarantee delivery of objectives expressed in the Commercial Plan.
Map outlets to segments based on a thorough understanding of consumer motivations
Maintain territory records of customers and calls.
Complete and send administration to regional office on time.

Qualifications and Experience Required
Matric Certificate
Appropriate tertiary qualification (degree/diploma) ideal

Ethnic diversity in South Africa is a priority and at brandhouse we are committed to redressing imbalances through proactive recruitment and development of under-represented groups.

Apply direct to Diageo

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Thursday, September 21, 7:02 am

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