National Sales Manager- Stellenbosch

Wednesday, 5 June, 2019

Position Summary:
To develop a competitive GBE sales strategy for the DGB channel in South Africa which optimises business building opportunities within the on and off-trade sector. To grow awareness, volume and market share for Graham Beck and Steenberg in this channel at budgeted gross profit and contribution to bottom line levels. To drive the implementation of the sales strategy and initiatives by continuously enhancing the professional expertise, motivation and commitment of subordinates and other implementing staff. To manage the national distributor (DGB) and key accounts to deliver on the sales strategy and budget.

• Determining strategic direction for sales for the two brands in the DGB channel and implementing tactical plans to achieve annual sales and profit objectives
• Constructing and implementing a sales strategy for all platforms and regions serviced by the DGB channel
• Managing key accounts with innovative programmes, designed to achieve new business growth and profit objectives
• Defining and supporting DGB with trading terms
• Developing, supervising and continuously improving procedures to dovetail marketing and promotional plans for the two brands with sales team activities.
• Working with the marketing teams of the two brands to develop and implement national and regional account plans and sales activities for the major retailers and on trade groups
• Prepare trade promotion plans for the two brands with main on and off trade customers
• Deliver regular and comprehensive sales reports to management
• Set, measure and monitor business objectives for all regions, GBE regional sales ambassadors and accounts
• Achieve sales and profit plans and targets by effective implementation of sales/trading strategies and budget management
• Research, generate, qualify and follow up leads
• Maintain consistent sales processes throughout the customer base that conform to the
• Company standards and policies
• Ensure that the logistical and distribution support processes serve the sales operations in the DGB channel
• Liaise with all relevant internal departments to ensure that sales objectives and operations are supported optimally
• Provide optimal brand and product knowledge to DGB and all customers with the support of the marketing functions of the two brands
• Monitor and analyses sales performance by region/area and institute action plans
• Motivate, mentor, manage and develop a sales team to achieve optimal performance

Key Skills & Competencies:
• Leadership of the highest level, displayed internally in the organisation as well as in the industry
• Excellent commercial competence
• Thorough understanding of brands and branding, as well as customer sales and marketing.
• The ability to motivate and inspire others towards achieving goals under challenging circumstances
• Strong communication, relationship and networking skills
• Good presentation skills
• Sound management, negotiating, analytical and strategic thinking skills
• A thorough understanding of financial concepts, value chains and data analysis
• Adept at handling challenging interpersonal relationships
• Likeability
• Assertiveness

• Relevant tertiary qualification (sales management/marketing)
• Good computer knowledge (MS Word, Excel, PowerPoint), whilst experience in the use of Navision and Skynamo will be a definite advantage

• Experience in the alcoholic beverage and/or wine industry, working with key accounts at a senior level
• Proven track record in managing a sales team, based on market results
• 5 to 8 years’ relevant FMCG sales or key account management experience preferably in the alcoholic beverage market, with a preference for specific experience in wine and fine wine sales.