Open Market Channel 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.

ROLE PROFILE

Job Title: Channel Sales Manager – Open Market

Level: Grade 6

Department: Sales/Commercial

Department Strategic Objectives: Drive the delivery of customer and field sales business objectives towards the achievement of overall business objectives and growth agenda

Job Purpose: Implement the sales strategy to deliver agreed business objectives within assigned open markets

Responsible to: Zonal Manager

Responsible for: Open Market Sales Representatives

Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff

Context/Scope:

A key contributor to the success of the PZ Cussons commercial strategic plan; demonstrating industry leadership in both volume driving & brand building activity.

Key Accountabilities:     

• Manage activities in all Open Markets in the assigned Territory
• Manage the OMSR
• Expand coverage in the Open Market
• Provide availability of MSL in the Open Market
• Coaching and accompaniment of OMSR
• Effective promo management in the Open Market
• Ensure SFA parameters are tracked and achieved
• Drive excellent visibility through picture of success implementation
• Market intelligence gathering and competitor activity monitoring and report timely

Measurement/Performance Indicators

• Target vs. Actual monthly/yearly performance (sell-In) KPIs
• Agreed coverage plans
• Achieve secondary sales target
• Achievement of weighted distribution.
• Achieve agreed Coaching & Accompaniment target

 Internal & External Relationships:

• Zonal Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Customers
• Agency staff
• PZ Marketing & Sales network    

Knowledge, Skills & Experience Needed:

                            Qualifications:

•            First Degree in any discipline

•            Computer Literacy

Experiences: (What experience brings success to this role)

•            Minimum of 1 year 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.

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

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   

 Alignment to the BEST Values are assumed to be critical to all PZC roles.  All employees are also responsible for complying with their duties and responsibilities under both national legislation and Company policies regarding Health and Safety, Data Protection and Dignity 

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