Regional Sales Manager
Consulting
Total years of experience :30 years, 4 Months
Employment History
Currently - Consulting for SGS Pakistan Private Limited - Saudi Arabia - Ethanol to the industrial market in South Africa.
Reference: Gavin Wilcox (Saudi Arabia) Cell: +966 542418266
Key Responsibilities
Planning
•Trimester sales plan
•Grow volumes with, manufacturers, repackers, caterers, and industrial market. Also identifying business opportunities in the targeted market.
•Growing market share for the group, by achieving targets for revenue, profitability, sales growth and return on investment.
•Focussing on new business development.
•Liaise directly with Brazil Sugar Millers on forecasting and sugar usage in South Africa.
•Development and implementation of sales objectives and plans.
Administration
•Write biweekly sales reports to Marketing director, Operations director, local and Country Head in Singapore.
•Write customer contact reports, to analyse customer needs.
•Managing industrial sales department.
•Maximising realization by working with a mandate.
Customer Service
•Conduct monthly and quarterly business reviews with top 20 key account customers.
•Build relationships with key account customers to enhance the image of the company to further our interest.
•Regular field visits ensuring customer service, and satisfaction is met.
•Advise and consult the company towards sales functions and objectives.
•Able to execute and close a sale at CEO and Director level.
Brand Building & Market share
•Identify and develop new markets, evaluating feasibility of new markets.
•Monitor competitor activities and counter such activity within the overall marketing objectives of the company.
•Extensive travel managing two regions namely Eastern & Western Cape.
Human Resource Management
•Managing outsourced transporters, third party depots, sea freight, and returns policy.
•Excellent communicator of English and Afrikaans both written and spoken.
Reason for leaving:
Company restructure due to Import tariff levy was implemented by the government, to protect the local market. It was no longer feasible to import sugar from Brazil as Wilmar Continental was outpriced by R1328.00 per ton.
Purpose of Job: Looking after all retail chain stores, wholesalers, and independent trade. Ensure sales volumes are achieved, and developing market share through our sales force and trade relationships.
Key Objectives
Negotiating trading agreements and rebates annually with key accounts at regional level.
Providing customers with updated price increases, whenever changes to costs occur.
Grow volumes on legumes, wheat, rice and maize in existing markets through existing sales structures, also introducing these products to new markets.
Conduct monthly and quarterly business reviews with top 10 key account customers on a regional level.
To put plans in place ensuring monthly sales targets and profitability are achieved.
Maximizing sales by offering effective promotions to the trade and drawing up and implementing promotional calendar for the company.
Developing new markets.
Excellent communicator of English both written and spoken.
Maximizing realization by working with our mandate.
Regular sales meetings with field staff.
Achieve budgets by implementing sales strategies.
Tracking sales staff on a regular basis to ensure continued performance.
Manage cash flow, collections by customer.
Monitor competitor activities in market place.
Hands on with coaching and training of sales staff to increase their key performance areas.
Manage 3rd party merchandisers, fieldmarketers and field managers at Smollan sales and merchandising.
Liaise and manage Sasko Grains portfolio with senior management at Smollan
Managing nine reps.
Achievements
Grew Western Cape Grains Division by 2.8% in 2012 while the Pioneer Foods Group was down at 5.7%
Reason for leaving bought a business.
Key responsibilities
•Conduct monthly and quarterly business reviews with Municipalities, Government departments on a national level.
•Growing profitability and market share for the group.
•Responsible for all tender applications.
•Submit weekly and monthly customer visit reports.
•Fleet management.
•Accurately managing the regional sales operating budgets by timorously submitting variance reports and revisions.
•Maximising sales by offering effective drainage solutions, through super sucker vactor trucks, drain manufacturing, jetting services, and honey sucker trucks.
•Able to execute and close a sale.
•Regular field visits ensuring customer service, and satisfaction is met.
•Liaising with consultants and municipalities and government departments to ensure our drain technology is the preferred product for storm water drains.
•Fitted 60% drains in urban and rural areas.
•Our Vactor and Super sucker trucks serviced 40% of the storm water drains in urban and rural areas.
Produced specialized drains, namely fire hydrants, water meters drains, and specialized locking drains.
•Coaching and training sales staff to increase their key performance areas.
•Managed 44 staff.
•Did diciplinaries in line with company policy.
•Liaising with unions.
•Did appraisals.
Reason for Leaving: Wanted to get back into FMCG
Key responsibilities
•Responsible to achieve targets for revenue, profitability, sales growth and ROI.
•Developing and implementing sales strategies and objectives.
•Develop new markets.
•Forecast stock with factory for planned promotions with hypers, wholesalers and retailers.
•Analyse and evaluate sales, methods, costs and results.
•Maximising realization by working with a mandate.
•Formulate pricing strategies and payment terms.
•Write monthly sales report.
•Manage and monitor sales activities and results against set goals.
•Manage and develop sales at Arabic destination markets.
•Negotiating trading agreements, and rebates, annually with key accounts at National level.
•Providing customers with updated price increases, whenever changes to cost incur.
•Conduct monthly and quarterly business reviews with top 20 key account customers.
•Building strong relationships, growing and selling FMCG e.g. dairy products and non dairy products to the national retailers e.g. Panda, Carrefour, Geant, Othaim, Giant.
•Monitor competitor activities proactively in the market place.
•Identify and develop new markets, evaluating feasibility of new markets.
•Extensive Travel throughout Middle East.
•Maximising sales by offering effective promotions to the trade and drawing up and implementing a promotional calendar for the year.
•Collaborating with colleagues to drive campaigns, promotions.
•Forecasting promotional activities, POS material, in store displays gondolas, shelf space etc...
•Excellent communicator of English both written and spoken.
•Manage, motivate and oversee entire key accounts sales team nationally to exceed expectations.
•Ensure subordinates have required skills, knowledge, competencies experience to reach company objectives.
•Manage a team of sales managers to establish company presence in the Arabic market.
•Conduct weekly sales meetings with sales staff and field staff.
•Daily sales tracking on reps to ensure continued performance is achieved.
•Coaching and training of sales staff to increase their key performance areas.
Reason for leaving: Contract Finished.
Key responsibilities
Planning
•Trimester sales plan
•Growing market share for the group, through new business development
•Meeting regional objectives and sales targets.
•Forecasting to Millers on sugar and syrup requirements for the overall market.
Administration
•Analyse sales forecast by customer.
•Managing budgets and costs.
•Write monthly sales report to National sales managers both industrial and retail.
•Conduct weekly sales meetings
Customer Service
•Providing customers with updated delivered costs, whenever changes to transport, sugar and syrup occur.
•Negotiating annual trading agreements and rebates with key accounts at Regional level.
•Conducts business reviews with top 10 customers on a monthly and quarterly basis.
•Selling FMCG products e.g. sugar bulk, prepacks, golden syrup, to Retailers, wholesalers, catering companies and manufacturers, prisons, hospitals.
•Regular price surveys to see if we are competitively priced.
•Conduct in store floor walks with field marketers, merchandisers and sales representatives.
•Monitors sell in stock and expiry dates, returns.
•Address pricing and delivery issues.
•Ensure shelf health standards are maintained.
•Ensure a good working relationship is maintained with both management and floor staff in stores.
•Monitor returns according to target, monitor stock levels in area of responsibility.
Brand Building & Market share
•Monitor competitor activities and counter such activity within the overall marketing objectives of the company.
•Identify new markets for the Illovo basket.
•Extensive travelling throughout the Western and Eastern Cape.
•New product listings.
•Monitor forward share in relation to market share as well as rate of sale on shelf.
Promotional Activity
•Manage promotional grid by maximising sales, offering effective promotions to the trade.
•Processing all administration records of promotional deals accurately and timorously.
•Build gondola ends, display stands, with POS material with planned promotions.
•Negotiate adhoc displays and space.
Human Resource Management
•Managing outsourced sales agents Smollan, transporters, third party depots, and regional sales office.
•Evaluating service solutions and building effective teams through team building.
•Coaching and training of sales staff to increase their key performance areas.
Achievements:
Achieved region of the quarter in 2006 on the national retail trade and wholesale side.
Grew Eastern Cape Region from 6% in 2005 to 38% in 2007.
Also for the most cost effective, and good administration region.
Reason for Leaving:
Position at National level and opportunity to travel internationally.
• IMM Graduate School of Marketing - Negotiating Skills 2003
Institution Cape Chamber of Commerce (Diploma) Course of Study Salesmanship Year achieved 1994 Institution Cape Chamber of Commerce (Diploma) Course of Study Sales Management