Cluster Sales Lead: Limpopo
PepsiCo · Polokwane
OverviewResponsible for the Cluster Sales (MT and TT) and sales structure. Develops effective sales plans and executes the same to drive volume, revenue to achieve / exceed AOP targets whilst driving customer satisfaction.
Responsibilities
Sales:
- Develop sales plans (90 days)
- Ensure sales potential for all areas are captured
- Establish sales goals and targets for the cluster in line with the SASKO’s overall objectives.
- Predict future sales trends and prepare accurate forecasts based on market analysis and historical data.
- Conduct market research to identify new opportunities, monitor competition, and stay updated on industry trends.
- Create and implement effective sales strategies to increase revenue, expand the customer base, and enter new markets.
- Track the profitability of sales efforts, ensuring that sales strategies contribute to the cluster’s bottom line.
- Monitor sales KPIs and ensure sales targets for areas and routes are achieved.
- Monitor and manage distributor performance ensuring that targets are met at optimal costs
- Manage sales budget, promotions and pricing
- Business development:
- acquire new business – Micro markets and grow existing business (loyalty programs)
- Grow market share
- Customer management
- Build relationships with top tier customers (WEC – Win Every Customer)
- Work with Trade calendar
People, Growth and Leadership:
- Hire, train, and mentor members of the sales team to ensure they have the skills and knowledge necessary to succeed.
- Monitor the performance of sales staff by setting KPIs, providing regular feedback, and conducting performance evaluations.
- Encourage a high-performance culture through incentives, recognition, and motivational leadership
- Work with –WEC; Conduct regular gate to gate meetings with sales supervisors to assess market and identify development opportunities
- Identify skill gaps within the sales team and organize training programs or workshops to improve performance.
Systems, Procedures and practices:
- Understand BI (Business Intelligence) or similar programmes
- Bakery scorecard report
- Understand and evaluate daily sales report
- Understand DRM (Distribution Management)
- Understand and read reports
Relationship results:
- Work closely with the marketing team to ensure alignment between marketing campaigns and sales strategies, driving qualified leads to the sales team.
- Ensure that the sales team works in sync with operations, logistics, or production teams to meet customer delivery expectations.
- Manage relationships with external sales channels, distributors, or resellers to ensure they align with the company’s objectives
Innovation and improvement:
- Ensure that sales practices comply with all relevant legal and regulatory standards.
- Promote and enforce ethical behaviour within the sales team, maintaining the company’s reputation and customer trust.
Values:
- Ownership
- Integrity
- Respect
- Empowerment
- Teamwork
- Consumer and Customer
Qualifications
- A bachelor’s degree in business, marketing, or a related field is typically required
- Minimum 10 years relevant experience in within within a unionised environment.
- Minimum of 5 years in a leadership position
- Proficient in MS Office and SAP or equivalent ERP system
Sales:
- Develop sales plans (90 days)
- Ensure sales potential for all areas are captured
- Establish sales goals and targets for the cluster in line with the SASKO’s overall objectives.
- Predict future sales trends and prepare accurate forecasts based on market analysis and historical data.
- Conduct market research to identify new opportunities, monitor competition, and stay updated on industry trends.
- Create and implement effective sales strategies to increase revenue, expand the customer base, and enter new markets.
- Track the profitability of sales efforts, ensuring that sales strategies contribute to the cluster’s bottom line.
- Monitor sales KPIs and ensure sales targets for areas and routes are achieved.
- Monitor and manage distributor performance ensuring that targets are met at optimal costs
- Manage sales budget, promotions and pricing
- Business development:
- acquire new business – Micro markets and grow existing business (loyalty programs)
- Grow market share
- Customer management
- Build relationships with top tier customers (WEC – Win Every Customer)
- Work with Trade calendar
People, Growth and Leadership:
- Hire, train, and mentor members of the sales team to ensure they have the skills and knowledge necessary to succeed.
- Monitor the performance of sales staff by setting KPIs, providing regular feedback, and conducting performance evaluations.
- Encourage a high-performance culture through incentives, recognition, and motivational leadership
- Work with –WEC; Conduct regular gate to gate meetings with sales supervisors to assess market and identify development opportunities
- Identify skill gaps within the sales team and organize training programs or workshops to improve performance.
Systems, Procedures and practices:
- Understand BI (Business Intelligence) or similar programmes
- Bakery scorecard report
- Understand and evaluate daily sales report
- Understand DRM (Distribution Management)
- Understand and read reports
Relationship results:
- Work closely with the marketing team to ensure alignment between marketing campaigns and sales strategies, driving qualified leads to the sales team.
- Ensure that the sales team works in sync with operations, logistics, or production teams to meet customer delivery expectations.
- Manage relationships with external sales channels, distributors, or resellers to ensure they align with the company’s objectives
Innovation and improvement:
- Ensure that sales practices comply with all relevant legal and regulatory standards.
- Promote and enforce ethical behaviour within the sales team, maintaining the company’s reputation and customer trust.
Values:
- Ownership
- Integrity
- Respect
- Empowerment
- Teamwork
- Consumer and Customer
- A bachelor’s degree in business, marketing, or a related field is typically required
- Minimum 10 years relevant experience in within within a unionised environment.
- Minimum of 5 years in a leadership position
- Proficient in MS Office and SAP or equivalent ERP system
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