Area Sales Manager  (Area Sales Manager )

Purpose of the position:

• Manage and build CFI customer base in South Africa and Sub-Saharan Africa

Responsibilities:

• Undertake new customer and new product development
• Analyse customers needs and ingredient requirements
• Advise and assist new customers, drawing on technical expertise and information
• Source new customers
• Provide monthly update on progress in winning prioritised new business
• Document new leads on new business schedule
• Prioritise all new leads and micro manage the process until up and running
• Document persons, timelines, samples and outcomes.

Monitor the order process

• Ensure execution of orders
• Communicate with the various delivery service providers
• Ensure all required documentation is provided
• Action and document problems
• Update third party schedule timeously.
• Ensure that orders are within the credit limit range

Maintain customer profiles and demand forecast data

• Ensure all forecast are up to date
• Communicate any changes with the relevant Supply Chain Manager. Clover & CFI
• Attend and contribute to monthly Clover demand planning meetings

Conduct performance analysis vs budget and targets

• Achieve agreed targets and forecasts
• Communicate deviations from forecast to Sales Manager & Supply Chain Manager
• Update forecast with new customer information
• Assist with the preparation of the annual business unit budget, covering sales volume & value.
• Maintain relationships with internal and external customers
• Gather, share and document competitor information

Develop and create customer plans

• Develop and maintain customer plans for all A and key B customers
• Propose value and initiatives in customer plans. Cost saving, product initiatives, logistical saving, growth opportunities

Execute sales calls

• Prepare agenda and call objective upfront
• Analyse information relating to the customers operating environment
• Identify the opportunity and structure sales calls and all interaction around it

Purpose of The Position

Manage and build the healthcare & distributor customer base in South Africa
December 2019 to December 2020: Commercial Channel (Distributors)
January 2021 to May 2023: Care Channel (Healthcare)

Key Accounts Managed:
Life Health Group : National Health Laboratory Services (NHLS)
Lancet Laboratory : Ampath Trust
Mediclinic

Sales Representative (former)
July 2017 to November 2019

Purpose of The Position
Service and build the Choice Channel (Hospitality) customer base in South Africa

Key Accounts Managed:
Southern Sun (formerly known as Tsogo Sun)
Protea Hotel by Marriott : City Lodge
Legacy Group : Sun International
Bon Hotels : Mercure Group
Peermont Group : Premier Hotels & Resorts
Radisson Blu

Duties

• Develop business relationships with strategic key customers & monitor customer profitability
• Work with team(s) to have input into selling propositions aligned to customer & business strategies
• Special Pricing Agreement (SPA) - conclude profitable promotional/deal recommendations & implementation thereof – post analysis within guidelines
• Achieve & deliver volume/value/mix growth in line with direct channel & category allocated as per budget by achieving monthly sales target & identifying new business opportunities set for the channel
• Monthly reporting on new business pipeline
• Ensure customer satisfaction & efficiency is achieved through a proper sales calling cycle & implementing of sales skills & cross-functionality coupled with ongoing effective communication
• Build & maintain customer relationships, retain current customers & conflict management.
• Upselling/cross selling to obtain business targets by means of being responsible & accountable for the portfolios within the channel
• Ongoing product training & transfer of knowledge to new & existing clientele
• Initiate value-added projects in line with consumer marketing pertinent to the channel
• Accountable for customer business reviews measuring the actual performance versus the budget
• Accountable for the timeous & effective communication, implementation & systems pertaining to pricing practices including price increases
• Accountable for the continuous evaluation, analysis & corrective action across all paper products (including competitor activity &/or insights)
• Pre-planning & pre-evaluation of investment decisions in order to deliver positive return on investments (ROI)
• Ensure accuracy & consistency when drafting & submitting quotations as per the Twinsaver Template to customers & potential customers, the renewal & checking of contract documents, credit/account applications, site surveys & the management & coordination of service technicians
• Reduce & maintain working capital at required level through achieving forecast accuracy
• Rebate proposals & negotiations
• Management of national accounts & account strategy planning
• Actively contribute to a positive, high performance culture
• Performance delivery towards departmental plans & succession planning
• Internal & external stakeholder management
• Implement visible & innovative campaigns in collaboration with marketing team through the design of promotion e-mailers, customer product catalogues & broad sheet advertising
• Trade Shows – plan for & execute well represented displays through high product & brand visibility & publicity

Key Accounts – Distributors

• Manage sales territory (Gauteng, Limpopo & Mpumalanga)
• Achievement of monthly & annual sales target
• Pre-plan the sales call objective & execution thereof
• Compile & submit sales landing expectations weekly
• Increase market share
• Implement & execute sales, promotions & demos of brand associated consumable products
• Conduct business/account reviews
• Advise customer on & sign annual rebate contracts
• Influence sales & upsell to the nearest pallet(s) &/or truck load
• Compile promotion evaluation document for all deals
• Submit the promo-evaluation to head office for approval
• Ensure that approved deals are sent to the administrator for them to be loaded onto the system (SAP) for invoicing
• Place & manage all customer orders
• Provide feedback to customers on their orders regarding their scheduled deliveries, out of stocks & account status
• Place & manage all one-line orders for out of stock products
• Complete & submit credit monetaries for all valid claims that arise
• Liaise with accounts department on credit status of customers
• Activate deals & promotions & incentivise customer’s sales teams accordingly after all promotions
• Ensure that promoted lines are featured on customer’s broadsheet & ensure that the claim for the advertising is as per our contractual agreement
• Assist customers’ sales teams to sell the products by scheduling focus weeks & ra ra days with the customer
• Investigate, understand & resolve all customer queries & complaints
• Understand & analyse customer needs & provide solutions accordingly
• Action uplifts & manage the process
• Complete contact reports
• Provide documentation regarding our company & products as & when requested e.g Certificates of analysis, BBBEE certificates, Halaal certificates
• Manage product quality in relation to Nestle Professional quality standards
• Provide excellent customer relationship management & sound business relationships

Trade Shows
Manage & execute the necessities for scheduled trade shows
Action placement of coffee machines for trade shows with the contracted service providers
Manage all company assets throughout trade shows
Ensure visibility of all product lines as well as Nestle Professional as a whole
Ensure that there are sufficient products to be used for displays &/or tastings
Order samples & liaise with warehouse on collection of goods required for the shows
Engage with customers’ customers & promote our brands, products & assets

Distributors & General Trade

• Influence sales
• Upsell to the nearest pallet & place bulk orders for clients
• Introduce new product lines & create demand for them
• Implement & execute promotions/demos
• Liaise with Nestle's head chef to demo product lines & provide recipes to existing clients & potential clients using the Foodiction kitchen at Nestle head office
• Action uplifts
• Liaise with call centre on out of stock(s) and advice customers
• Ensure that products gets delivered to client on date requested
• Attend to queries and ensure prompt resolution
• Acquire new clients for Nestle Professional
• Acquire new clients for key accounts (distributors)
• Act on leads provided
• Visit potential clients to assess which category & pricing structure they qualify for
• Compile daily reports on customers visited
• Customer relationship management
• Covering Gauteng
• Total number of distributors - 50
• Guide and lead new reps assigned to handle key accounts/distributors
• Work closely with the Key Accounts Manager on all key accounts

Trade Shows

• Manage trade shows throughout the country at the client’s request
• Manage all staff &/or colleagues throughout trade shows
• Action placements of machines for trade shows with the contracted service providers
• Manage all company assets throughout trade shows
• Ensure visibility of all product lines as well as Nestle Professional as a whole
• Ensure that there are sufficient products to be used for displays &/or tastings
• Liaise with warehouse on goods required for the shows
• Liaise with Reps in designated areas regarding upcoming shows & allocate tasks

• Presentation Charting
• Assist in Ensuring That All Charting As Per The Brief from Client Service Is Done Accurately
• Significance Testing
• Formatting PV’s
• Inserting & Checking Pyramids & Signatures
• Calculating & Inserting Clarity & 
• Voltage Scores
• Formatting Of Bupas
• Editing & Placing Brand Map Products
• Ensure That Work Is Delivered To Client Service According To Deadline
• Organizing Presentation Charts To Match Data Collected From Field Research
• Ensure Accurate Market Information Is Conveyed Within the Charts
• Implementation of Total Quality Management for Client Presentations
• Ensuring Brand Detail Co-Incides With Presentation Charts/Slides

• Servicing Soweto area (Sheebens & Pubs)
• Job shadow Halewood International’s Senior Rep Accompany him to Key Accounts
• Identify sheebens & pubs in the Soweto area
• Visit each sheeben & pub and promote the Original Iced Cocktails
• Encourage the owner to stock up on the product
• Place orders
• Adhere to own call cycle
• Report back on daily activities 
• Promotions (Makro, Soweto Sheebens & Pubs)
• Ensure that promoters are available and that There is enough stock 
• Manage promoters 
• Identify areas for promotional activities
• Accompany Halewood International’s On Consumption Developer to local pubs for promotional activities for Red Square

• Servicing JHB South & East (Checkers, Clicks, Game & Builders Warehouse & Mica)
• Number of stores allocated +150 stores
• Call cycle-6 stores per day
• Build relationships with Store Managers 
• Visit each shop that Sells Econo- Heat Products at the Beginning of & During The Winter Season to Give Training & Transfer Knowledge On The Econo-Heat Product to the Store’s Sales Team & Stores Assistants
• Assist the Retail Stores That Sell The Product with In-Store Promotions & Product Awareness amongst Customers
• Attend to Product Enquiries, Warranty Claims (If Any) & General Product Support
• Advise Stores’ Replenishment Managers On Stock & Re-Order Levels 
• To Report Back To Econo-Heat Head Office in Cape Town after Each Store Visit

• Management of Fleet Vehicles (Taxis)
• Ensuring Roadworthiness of All Vehicles
• Banking
• Ensuring Of Payment to All Employees
• Handling of All Documentations
• Necessary for the Relevant Taxi Association, Licensing Of The Vehicles & Permitted Route That The Vehicles Are To Use

• Managing promoters & models during the preparation period of the "Golden Scissors Awards" & during the event
• Co-ordinating & supervising promoters on hair testing campaigns for all new products developed by Soft Sheen Carson
• Launching & promoting brands & associated products as & when required

• Sales of print media
• Sourcing potential customers through cold calling
• Influence sales
• Closing of sales through customer subscriptions
• Handling all customer enquiries
• Resolving customer queries

• Launching & Promoting "Nestea" (A Product from Coca-Cola) At Designated Venues & To the Targeted Market
• Embarking On a National Tour Across South Africa (Cape Town, Durban,Johannesburg Etc.) To Launch & Market The New Range Of Nissan Sports Utility
• Vehicles, Including; Murano, Navara, Pathfinder, 350z, Micra, X Trail