Job Description
Overview
Reporting to the General Manager Sales, the Field Sales- Assoc Manager, will be responsible for providing vital support, training and guidance to field sales team.
Responsibilities
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Sales strategy & planning
- Develop and execute national field sales strategies aligned with brand, category, and channel priorities, in alignment with business goals and revenue targets.
- Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
- Set sales targets by region and channel; monitor KPIs and sales performance.
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Channel & territory management
- Ensure effective coverage of all retail channels- supermarkets, convenience stores, wholesalers, and independent grocers.
- Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
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Team Leadership
- Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
- Drive performance culture through field KPIs, incentive plans, and coaching routines
- Conduct regular performance reviews, succession planning, and skills development.
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In market execution
- Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
- Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
- Ensure consistent execution of the company’s commercial standards across all territories.
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Customer & Distributor Management
- Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
- Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
- Resolve escalated customer issues and improve field-level service quality
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Reporting & insights
- Analyse field sales data and market trends to provide insights to senior leadership.
- Prepare and present regular sales performance reports, forecasts, and territory analysis.
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Sales Operations & Analytics
- Maintain real-time tracking of sales performance and market share.
- Conduct gap analyses, weekly performance reviews, and action planning.
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Cross functional collaboration
- Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
- Collaborate on demand forecasting and S&OP (Sales and Operations Planning) processes.
- Partner with HR on recruitment and development of sales staff.
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Budget management
- Manage field sales budget including trade spend, travel, and incentive programs.
- Ensure cost-effective deployment of resources and return on investment (ROI).
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Compliance and standards
- Ensure adherence to company policies, pricing guidelines, and ethical standards.
- Conduct field audits and ensure compliance with health, safety, and legal regulations.
Qualifications
- Minimum 10 years in sales business leadership within consumer industry, within a multinational organisation
- Proven success at NSM level positions
- Expertise in developing and executing multilayered channel strategies
- Strong judgement, financial discipline, integrity, and emotional intelligence
- Track record in budgeting, forecasting, and delivering profitability
- Strategic and operational skills in driving business growth, process improvement, and systems implementation
- Tertiary qualification or business leadership qualification is highly regarded.
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