District Sales and Merchandising Agent
Vector Logistics
Date: 4 weeks ago
City: George, Western Cape
Contract type: Full time
Permanent
George
Overview
We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.
But we are also more than that. We are people serving people. While we boast the best in tech and infrastructure, our people are our greatest resource. With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.
Vector’s vehicle fleet includes a food industry first in ‘multi-temperature’ vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.
Job Purpose
To be an effective sales and merchandising agent to retail, franchise and wholesale customers by maintaining regular contact and providing relevant solutions based on a clear understanding of the Customer's business, the macro environment and the principal's products.
Key Responsibilities
Customer Engagement
Where not defined, establish an effective route plan to achieve maximum call rate efficiencies each day for the month.
Conduct research, preparation and planning to achieve the relevant objectives for both Vector and the customer. This includes:
Analysis of the customer’s micro (business objectives, operational capacity, storage facilities, wastage etc) and macro environment (trends, competitors, economic climate etc).
Analysis of Principal products and capabilities so that the right solutions can be matched to the gaps or opportunities found in the customer analysis.
Execute Principal priorities for the month.
Ensure successful promotional compliance and implementation.
Revert on stores that are non-compliant re promotional activities.
Securing the necessary resources to demonstrate to the customer the relevant solution (e.g. products needed for demonstrations, financial tools, product brochures etc.)
Based on the above analysis, put together a monthly planner that shows potential revenue and new line listings, by customer, to deliver against set targets. Where relevant use the IT system to assist in monthly planning.
In call, follow up previous sold solutions and present new opportunities based on real insight from the research and analysis done.
Take orders of new line listings and other relevant solution products.
Launch new products into assigned customers.
Conduct planned promotions with assigned customers.
Drive volume deals or deals provided by Principal key accounts managers with assigned customers.
Feedback
Provide quality feedback to the supply chain and other relevant functions when required as well as when there is pertinent information (i.e. competitor activity).
Customer Relationship Management
Maintain and expand the customer base by building and maintaining good relationships with key customers and recognizing new customer opportunities.
Understand key customers’ operations and strategies as well as their requirements and trends.
Gather area market intelligence.
Ensure the customer service policy is rigidly implemented and maintained.
Resolve escalated customer queries and issues professionally and in the best interest of all parties.
Supply Chain and Distribution Management
Address area stock availability issues with depots.
Oversee the area order taking and waste management process.
Achieve New Product Development (NPD) & Depth of Distribution (DOD) target within 8 weeks of launch in line with the project plan and provide feedback on non-compliant stores.
Ensure that you implement a daily pre-call planning schedule with clear objective that you need to achieve the following day on stores you need to visit. Pre-Call planning document should always be with you and be able to present to your manager or principal on request.
Managing short-dated stock
Analyse monthly queries and complaints (QNC) report on short-dated stock.
Provide your regional sales manager with monthly feedback.
Zero expired stock to be found on shelf.
Ensure your staff log short-dated stock within the principal requirements.
Team Coordination and Self-Management
Champion training and development of self and others through utilising available training opportunities.
Demonstrate willingness to help others and “go the extra mile” to meet team targets and objectives.
Follow through to ensure that quality and productivity standards of work are consistently and accurately maintained.
Inform relevant parties in the event of tasks or deadlines not met, the potential risks thereof and provide appropriate resolution.
Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
Manage colleagues and clients’ expectations and communicate appropriately.
Participate in and drive regular performance appraisals and ensure that own targets and goals are clear and achievable.
Support and drive the business core values.
Take ownership and accountability for tasks and activities and demonstrate effective self-management in terms of planning, prioritizing, and self-development.
Call on customers as per the defined cluster list and adhere to Service Level Agreement (SLA) of 80% collage.
Management and control of capital and operating costs and all immoveable and moveable assets within the scope of responsibility
Utilize Power BI reports to your advantage in terms of stock management, sales target and returns.
Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
Budget Management
Drive the achievement of the area sales budgets in terms of volume.
District Team Supervision
Supervise merchandisers in respective stores by checking daily attendance, shelf health adherence and all tasks loaded on Handheld Technology (HHT) is captured as per deadline requirements.
Effective management of company cell phones and monthly reporting and feedback on any losses.
Facilitate staff leave requests and general time management issues in line with organizational deliverables and standards.
KPI’s
Time to answer customers’ requests (response time to request)
Calls per day SLA 80% collage
Call focus on strategic customers
Drive sales volumes and value growth
Customer contact coverage
Employee supervision
Key Relationships
Internal
Customer team
Operations Team
Customer Service Centre team
External
Existing and potential retail, franchise and wholesale customers
Qualifications And Experience
Qualifications, Skills and Experience Required for the Job
Matric
Marketing and sales degree or diploma (preferable)
Valid Code EB drivers’ license
1 to 2 years direct selling experience
Skills and Competencies
Skills
Achieving sales, profitability, and budget goals
Analytical thinking
Computer literacy (MS Office and Digital applications)
Direct selling
Interpersonal skills to effectively communicate, interact, and work with individuals and groups
Logical thinking
Planning and organization
Problem solving
Verbal and written communication
People management
Attributes
Able to prioritize
Attention to detail
Commitment to building strong business relationships with customers
Deadline driven
High-energy self-starter as well as collaborative team player
Initiative and assertive
Professional
Tolerant of stress and pressure
We look forward to hearing from you!
George
Overview
We are a Supply Chain and Sales & Merchandising partner adding value to your business through a fully integrated, temperature-controlled network in Southern Africa.
But we are also more than that. We are people serving people. While we boast the best in tech and infrastructure, our people are our greatest resource. With our skilled, curious, can-do people at the forefront, our assets become your assets, our service your solutions.
Vector’s vehicle fleet includes a food industry first in ‘multi-temperature’ vehicles enabling the company to service business across frozen, chilled and ambient temperature zones on a single delivery.
Job Purpose
To be an effective sales and merchandising agent to retail, franchise and wholesale customers by maintaining regular contact and providing relevant solutions based on a clear understanding of the Customer's business, the macro environment and the principal's products.
Key Responsibilities
Customer Engagement
Where not defined, establish an effective route plan to achieve maximum call rate efficiencies each day for the month.
Conduct research, preparation and planning to achieve the relevant objectives for both Vector and the customer. This includes:
Analysis of the customer’s micro (business objectives, operational capacity, storage facilities, wastage etc) and macro environment (trends, competitors, economic climate etc).
Analysis of Principal products and capabilities so that the right solutions can be matched to the gaps or opportunities found in the customer analysis.
Execute Principal priorities for the month.
Ensure successful promotional compliance and implementation.
Revert on stores that are non-compliant re promotional activities.
Securing the necessary resources to demonstrate to the customer the relevant solution (e.g. products needed for demonstrations, financial tools, product brochures etc.)
Based on the above analysis, put together a monthly planner that shows potential revenue and new line listings, by customer, to deliver against set targets. Where relevant use the IT system to assist in monthly planning.
In call, follow up previous sold solutions and present new opportunities based on real insight from the research and analysis done.
Take orders of new line listings and other relevant solution products.
Launch new products into assigned customers.
Conduct planned promotions with assigned customers.
Drive volume deals or deals provided by Principal key accounts managers with assigned customers.
Feedback
Provide quality feedback to the supply chain and other relevant functions when required as well as when there is pertinent information (i.e. competitor activity).
Customer Relationship Management
Maintain and expand the customer base by building and maintaining good relationships with key customers and recognizing new customer opportunities.
Understand key customers’ operations and strategies as well as their requirements and trends.
Gather area market intelligence.
Ensure the customer service policy is rigidly implemented and maintained.
Resolve escalated customer queries and issues professionally and in the best interest of all parties.
Supply Chain and Distribution Management
Address area stock availability issues with depots.
Oversee the area order taking and waste management process.
Achieve New Product Development (NPD) & Depth of Distribution (DOD) target within 8 weeks of launch in line with the project plan and provide feedback on non-compliant stores.
Ensure that you implement a daily pre-call planning schedule with clear objective that you need to achieve the following day on stores you need to visit. Pre-Call planning document should always be with you and be able to present to your manager or principal on request.
Managing short-dated stock
Analyse monthly queries and complaints (QNC) report on short-dated stock.
Provide your regional sales manager with monthly feedback.
Zero expired stock to be found on shelf.
Ensure your staff log short-dated stock within the principal requirements.
Team Coordination and Self-Management
Champion training and development of self and others through utilising available training opportunities.
Demonstrate willingness to help others and “go the extra mile” to meet team targets and objectives.
Follow through to ensure that quality and productivity standards of work are consistently and accurately maintained.
Inform relevant parties in the event of tasks or deadlines not met, the potential risks thereof and provide appropriate resolution.
Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
Manage colleagues and clients’ expectations and communicate appropriately.
Participate in and drive regular performance appraisals and ensure that own targets and goals are clear and achievable.
Support and drive the business core values.
Take ownership and accountability for tasks and activities and demonstrate effective self-management in terms of planning, prioritizing, and self-development.
Call on customers as per the defined cluster list and adhere to Service Level Agreement (SLA) of 80% collage.
Management and control of capital and operating costs and all immoveable and moveable assets within the scope of responsibility
Utilize Power BI reports to your advantage in terms of stock management, sales target and returns.
Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
Budget Management
Drive the achievement of the area sales budgets in terms of volume.
District Team Supervision
Supervise merchandisers in respective stores by checking daily attendance, shelf health adherence and all tasks loaded on Handheld Technology (HHT) is captured as per deadline requirements.
Effective management of company cell phones and monthly reporting and feedback on any losses.
Facilitate staff leave requests and general time management issues in line with organizational deliverables and standards.
KPI’s
Time to answer customers’ requests (response time to request)
Calls per day SLA 80% collage
Call focus on strategic customers
Drive sales volumes and value growth
Customer contact coverage
Employee supervision
Key Relationships
Internal
Customer team
Operations Team
Customer Service Centre team
External
Existing and potential retail, franchise and wholesale customers
Qualifications And Experience
Qualifications, Skills and Experience Required for the Job
Matric
Marketing and sales degree or diploma (preferable)
Valid Code EB drivers’ license
1 to 2 years direct selling experience
Skills and Competencies
Skills
Achieving sales, profitability, and budget goals
Analytical thinking
Computer literacy (MS Office and Digital applications)
Direct selling
Interpersonal skills to effectively communicate, interact, and work with individuals and groups
Logical thinking
Planning and organization
Problem solving
Verbal and written communication
People management
Attributes
Able to prioritize
Attention to detail
Commitment to building strong business relationships with customers
Deadline driven
High-energy self-starter as well as collaborative team player
Initiative and assertive
Professional
Tolerant of stress and pressure
We look forward to hearing from you!
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