Sales Executive

Job Purpose: The Sales Executive is a crucial role within the local commercial team, responsible for managing and influencing key performance indicators to drive volume and market share through the sales force. The role requires a solid understanding of sales and marketing principles, tailored sales procedures, and execution standards, with a specific focus on the liquor industry, including both On-Trade and Off-Trade sectors.

Key Responsibilities:

• Business Development:
  • Identify and implement new business opportunities.
  • Grow menu listings percentages of the brand portfolio.
  • Build and maintain customer relationships.
  • Anticipate customer needs and develop solutions to meet those needs.
• Customer Service & Management:
  • Optimize customer services.
  • Formulate account reviews and plans.
  • Manage and maintain assets.
  • Increase brand visibility in venues and outlets according to guidelines.
  • Monitor sales and depletions for the On-Trade and Off-Trade markets.
• Promotions & Activations:
  • Plan, execute, and attend promotions and activations.
  • Brief and train promoters on brand guidelines.
• Market Analysis:
  • Monitor competitor trends.
  • Track and act on market potential opportunities (Volume targets, Market Share, In-trade execution).

Key Performance Indicators:

• Maintain and build a customer database.
• Develop and maintain call schedules.
• Plan and execute daily, weekly, and monthly tasks.
• Identify, prioritize, and track market potential opportunities.
• Plan, deploy, and track promotions, campaigns, and POSM.
• Achieve call execution and order objectives.
• Monitor and act against competitor activities.
• Conduct customer negotiations as needed.
• Utilize information systems/tools (Sales Force Automation) effectively.
• Maintain authenticity and currency of information.
• Control expenditure within budget.
• Generate, analyze, and track reports.

Key Relationships:

• Internal: Trade Marketing, Marketing, Finance
• External: 3rd Party Agencies

Skills, Experience, and Education:

• Knowledge:
  • Sales and marketing principles and practices.
  • Tailored sales procedure principles.
  • Execution standards.
  • Knowledge of the liquor and spirit industry, particularly On-Trade and Off-Trade.
• Attributes:
  • Ability to build positive relationships.
  • Strong planning, negotiation, and execution skills.
  • Team player with the ability to work independently.
  • Effective presentation skills.
  • Self-management and assertiveness.
  • Attention to detail and high energy levels.
  • Ability to deliver results, overcome difficulties, and drive change.
  • Innovative problem-solving skills.
  • Customer-focused approach with the ability to anticipate future needs.
  • Effective decision-making balancing market, product, financial, and organizational issues.
• Qualification & Experience:
  • Matric and a completed 3-year sales/marketing qualification (advantageous).
  • Minimum 3 years of relevant FMCG experience in sales and marketing.
  • Experienced driver with Code 08.
  • Experience and knowledge of Formal On and Off Trade.
  • Experience in the spirit industry.

Travel: 80%

Application Process: If you’re ready to drive market share and volume growth through strategic sales efforts, apply today!