Wholesale Specialist – Johannesburg South
Commercial
Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. May be responsible for work of others.
Job Purpose
The purpose of the role is to grow BevCo's performance with key account wholesalers, Distributors and bulk breakers in a specified (and prioritised) geographic area — such identified wholesalers and/or bulk breakers are critical to BevCo's downstream sales, distribution and penetration success in the area
Key Accountabilities and Outputs
Customer Development
Manage and build customer relationships with Outlet owners
Drive weekly customer calls per outlet to build effective partnerships and resolve customer issues
Ensure all current, correct customer master data captured onto Rapid Trade and is maintained
Achieve customer sales volume targets
Ensure each outlet buys directly from the Company consistently on a weekly basis Execution Guidelines
Ensure the delivery of product availability, merchandising, promotions, pricing and space in each and every outlet
Monitor volumes by outlet to ensure 100% availability of key brands and packs through forward planning
Manage stock rotation to ensure 100% availability
Drive the effective execution of selective merchandising implementation in the consumption and purchase zones
Negotiate and execute interior and exterior price communication; capture price priorities; ensure price point compliance and execute on the overall price and promotion campaigns throughout the year
Asset Management o Manage the Company refrigeration assets by driving governance and compliance
Manage all the Company assets in the outlets including permanent merchandising and signage
Ensure the Company products are stocked in fridges as per guidelines • Conduct asset verification surveys (Fridges, etc.) o Assist customers with managing stock replenishment to minimise stock outs
Manage stock rotation and quality
Growth of BevCo / Wholesaler/ BB business relationships
Actively participates in developing the sales operating plan for each key account customer
Builds a win-win commercial approach (trading & profitability benefits) with support from the ASM Professional sales approach to all key accounts on behalf of BevCo
Sales and Distribution Objectives
Drives sales (sell out) and distribution of BevCo portfolio from wholesalers/BBs into market to achieve BevCo targets
Constantly monitors and tracks BevCo sales performance + penetration into the general trade
Review and analysis of Market Dynamics o Constantly must be aware of competitor activities, pricing, products and promotions o Provides timely feedback to ASM as to wholesaler and /or market shift that impact BevCo
Actively adjusts the operating plan to accommodate such changes (in conjunction with ASM)
Additional Region-Specific Accountabilities and Outputs
Qualifications and Experience
Grade 12 / Matric / NQF level 4
Up to 2 years experience (Operational Execution) Experience in a sales/marketing/FMCG environment
Basic knowledge of PC, or potential to acquire it
Key Qualities
Critical Success Factors
Customer Perspective
Communication
Routine communication with customers or clients
Problem Solving
Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.
Relationships Maintained o Others outside of own work area but inside the organisation
Behavioural Competencies
Customer Relations
Asks questions to identify customer needs or expectations
Follows through and meets personal commitments to others on time o Takes responsibilities seriously and consistently meets the clients' expectations for quality, service, and professionalism.
Continuously monitors delivery to make sure the customer is receiving good service o Shows a strong commitment to exceeding customer expectations
Able to own responsibility for mistakes, apologise and make suitable changes to services
Negotiation
Able to recognise a situation in which negations are required
Able to listen to the oppositions argument attentively with the aim of reaching an effective outcome
Able to tactfully present facts on a "need to know basis" so as to ensure a successful outcome.
Able to refer to facts presented by the opposition to strengthen argument.
Possesses the interpersonal skills necessary to negotiate an effective outcome
Planning and Organising
Manages time effectively, ensuring effective completion of tasks under stressful deadlines.
Able to prioritise activities and resources, ensuring that results are achieved effectively.
Able to evaluate progress and make appropriate adjustments to initial plans, ensuring a successful outcome.
Knowledge of Business
Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current o Describes the important impacts that one has on the success of one's functional area and on company results; demonstrates a knowledge of the customers business
Uses business understanding to make sound decisions and influence the decisions of others
Continuous Improvement
Increases performance expectations when success has been achieved
Seeks out sources of information, including trade associations, "best practice" companies, customers, peers, subordinates, etc.
Finds ways to fast-adapt improvement ideas to work processes
Proactively seeks out resources, alliances, etc., needed to quickly introduce improvements
