Sales Manager

Sales Manager

Sales Manager


Key Performance Areas

  • To achieve volume, value and gross margin targets for customer accounts on an international, national and regional level.
  • To develop and implement sales and customer growth plans, strategies and action plans.
  • To maintain and build customer relationships.
  • Together with the supply chain / operations ensure optimum stock availability.
  • To maximize on shelf availability and visibility.
  • To seek new customers Develop, assess, recommend and agree strategic objectives
  • Communicate customer strategy and activity plans to sales force/ sales agents
  • Manage and develop the sales team
  • Measure and review sales and distribution agents
  • New business development – Identify new markets and make contact with potential new International clients / retailers
  • Take over existing client base & manage new accounts
  • Develop and implement customer growth plans
  • Conduct customer reviews at all levels
  • Develop and implement product growth plans
  • Develop customer and sales activity plans
  • Monitor and execute promotional plans
  • Ensure product availability and visibility on shelf
  • Establish, maintain and develop long term business relationships
  • Offer clients a complete service from Product development to product delivery
  • Marketing and product/brand development
  • Sales planning, forecasting and administration (incl. capturing orders)
  • Manage customer relationship around pricing disputes and technical standards
  • Providing quotations, completing invoicing & following up on payment
  • Provide customers & clients with information where required
  • Ensure alignment of production and market demands
  • Gather and process data
  • Analyze, interpret and report information
  • Monitor competitor activity
  • Manage customer account profitability



Required Knowledge


  • Business planning process
  • Business objectives
  • Financial management – Margin ration calculations. i.e. ROI, days cover, margin, mark up
  • Project Management
  • Persuasive selling skills and techniques
  • Leadership and coaching skills and techniques
  • POP strategies and drivers
  • National and International account strategies and drivers
  • Brand Management
  • New business / brand development experience with a proven track record
  • Selling and expanding products in the international market


Required Experience


  • 3-4 year Degree – Marketing, Sales or related
  • 4-5 years FMCG environment
  • Able to travel (international trade shows, meetings with distributors, clients 2- 3 times per annum)
  • Existing network, contacts of importers and distributors globally in the food and beverage industry
  • Advanced computer skills (MS Office) and ERP

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