Territory Sales Manager

We are PZ Cussons. Our purpose is







For everyone, for life, for good.

Sustainability and the wellbeing of people, families and communities everywhere are at the heart of everything that we do.

Since our founding in 1884, we have been creating products to delight, care for and nourish consumers. Across our core categories of Hygiene, Baby and Beauty, our trusted and well-loved brands include Carex, Cussons Baby, Sanctuary Spa and St. Tropez.

Job Purpose

Work with the Dealers/ sales team to deliver agreed business objectives within assigned territory.

Reporting Relationships

Zonal Managers/ Key Accounts Manager/ Regional Commercial Manager

Dimensions

• Return on Investment
• Customer Satisfaction
• Turn Around Time
• Strategic Alliances with different institutions
  
  

Key Performance Indicators

Target vs. Actual monthly/yearly performance (sell-out, KPIs Timely and quality of execution of trade and marketing

Activities in assigned territory)

Implementation of Territory Coverage Strategy Achievement of Quality, Distribution, Visibility, Price/promotion targets.

Principal Accountabilities

• Achieve agreed business objectives/KPIs for the territory (Sell in, sell out, Focus Category, NPD listing and promotions)
• Achieve sales drivers’ objectives for the territory viz (Distribution, Visibility, Price and Promotion)
• Managing territories with potential to deliver a minimum of 1B per annum
• Plan to deliver customer based and territory based agreed sales (NIV and Category) targets periodically and ensuring a MoM and YoY growth
• Analyse and review distributors’ performance against agreed KPIs
• Work with the ZM to develop JBP of customers in assigned territory
• Ensure bi-weekly stock taking in other to protect company resources
• Tracking of distributor performance payments (including posting and matching), monthly account reconciliation/signing off, repayment plans linked to capability development
• Ensure collection of outstanding debt within stipulated time frame and accompanying same with sell-in of depleted SKUs
• Adherence to monthly journey plan for customers’ contact and engagement
• Ensure compliance to retail operating standards in all showrooms
• Organize and coordinate activities of floor sales merchandizers
• Implement strict credit control for Key distributors and ensure purchases are done within approved credit limit
• Accountable for POS materials and other sales driving materials deployed to territory through monitoring to ensure safe keeping and optimal use
  
  

Internal & External Relationships

• Zonal Managers
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• Agencies
• PZ Marketing & Sales network
  
  

Experiences: (What experience brings success to this role)

• Minimum of 1-2 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Direct experience of PZ Cussons Way of selling capabilities with a focus on Sales Driver execution at the point of purchase (QDVP), Outlet Segmentation and Managing Relationships including structured call, persuasive selling and brand passion.
• Experience in an electrical related company is an added advantage.
  
  

Knowledge: (What does the person need to know)

• Good knowledge of business objectives and priorities.
• Experienced driver with valid license
• Knowledge of Field Sales Management and Market Intelligence.
• PZ Cussons Leadership competencies- BEST values
  
  

Functional or Technical / Business Skills: (What can

the holder do)

• Commercial Acumen Emerging
• Customer Management Emerging
• Negotiation Skills Emerging
• In Market Execution Emerging
• Selling Skills Emerging
• Sales Drivers Emerging
• Channel Strategy Emerging
• Communication/Interpersonal skills Developed
• IT Skills Developed
  
  

Job Context & Special Features

• Explain any special features or context in which the job operates
• Detail any language or mobility requirements
  
  

At PZ Cussons, we value diversity and make sure everyone feels included. We want our team to reflect society and our global customers. We welcome applicants from all backgrounds because your unique perspective helps us develop brands and create new products for our consumers.

If you need extra support during this process, please inform us so that we can accommodate your needs appropriately. It is important to us that all candidates feel recognised and have a good experience with PZ Cussons as part of our commitment to inclusivity.

We're dedicated to creating an inclusive environment and we welcome applications from everyone.

PZ Cussons is big enough to make your mark, small enough to make it yours. Apply to develop your career!

Application closes 20th January 2025

PZ Cussons is big enough to make your mark, small enough to make it yours. Apply to join us!










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