Market Development Representative – Informal Trade
Commercial
Accountable for operation of own work area or as a member of a team, as well as for quality, standards and outputs within defined work routines and policies.
Job Purpose
Based in a defined geography the primary purpose is to directly develop spaza’s, mini-supermarkets and tuckshops on behalf of BevCo – must have intimate knowledge of the geography the informal retail dynamics and outlets matched to BevCo’s strategic growth objectives for the area.
Key Accountabilities and Outputs
Customer Management Objectives
To be actively engage and open relationships with outlets on behalf of BevCo (against set call rate and conversion targets) = actively ‘seed’ BevCo’s portfolio into a defined area and large channel of informal retailers
To build and retain an active base of informal retail clients and to constantly service that base weekly/monthly
To facilitate informal retailers to direct BevCo purchases from the local wholesalers, bulk breakers, and/or distributor
To ensure company assets (refrigeration; signage) are managed per BevCo governance requirements
Sales and Trade Marketing Objectives
To actively support the sales and distribution targets into informal retail (pull) from local wholesalers, bulk breakers, distributors for the area
To assist in execution of the marketing plan for the area as required (incl activations, promotions, fridges, POSM)
To ensure BevCo merchandising and pricing compliance standards are sustained (in conjunction with GT rep as relevant)
Qualifications and Experience
Grade 12 / Matric / NQF level 4
Up to 2 years’ experience (Operational Execution) FMCG, experience in sales
Basic knowledge of PC, or potential to acquire it
Job Area
Inland
Qualities
Critical Success Factors
Customer Perspective
Communication
Routine communication with customers or clients Problem Solving
Proactive identification of problems that are concrete and procedural, troubleshoot and apply solutions in line with guidelines provided or escalate more complex problems to superiors, providing information required to solve problems. Relationships Maintained
Others outside of own work area but inside the organization
Behavioural Competencies
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
Customer Relations
Asks questions to identify customer needs or expectations
Follows through and meets personal commitments to others on time
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
Shows a strong commitment to exceeding customer expectations
Able to own responsibility for mistakes, apologise and make suitable changes to services
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
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
Legal and Ethical Conduct
Keeps current with all the laws and company policies that govern one’s work activities, or seeks counsel before acting
Conforms with all laws and company policies that govern one’s work activities
Keeps abreast of changes in standards applicable to one’s profession
Acts in accordance with conventional ethical and professional standards
Takes action to enforce legal, policy, ethical and professional requirements; exposes violations
