Job Summary:
Deliver the client KPIs (drive sell out, maintain and grow retail assets and retail mapping) through effective in-store execution and building strong business relationships with store owners and their managers.
Key Responsibilities and Deliverables:
Drive sell out
- Drive sell out by understanding targets per store, per brand and per LSM and breaking these down into measurable increments
- Increase volumes in stores by identifying fast vs. slow movers and increase / decrease forward share accordingly
- Drive ad hoc promotions / deals to increase sales
- Negotiate space based on rate of sales
- Identify in-store cross-merchandising opportunities
- Ensure stock pressure is applied
- Monitor in-store pricing and communicate anomalies to store owner / manager and client
- Control and report on out-of-stocks
- Ensure sufficient ordering of stock
- Effective management of returned goods system and follow up on damaged goods collections
- Develop alternative strategies to increase sales
- Ensure timely implementation of promotional activities and communicate non-compliance
- Training of store sales consultants
- Ensure all store sales consultants are registered on MCS and drive uploads
Effective management of promotional activities
- Facilitate the implementation of promotional grids as per agreed time-frames and objectives
- Communicate promotional activities to Samsung Product Consultants and customers
- Negotiate POS material with store owners / managers
- Ensure promotional activities have been implemented, maintained and reported on
- Provide feedback to relevant stakeholders
- Monitor competitors’ new innovations
- Ensure all staff understand mechanics of promotion and provide feedback to Management
- Create, plan, negotiate and execute innovative promotional campaigns / activities to drive sales in area of responsibility
- Carry out Blitz activities from time to time when required
Achievement of POP objectives
- Ensure store-specific planograms and category flows are implemented and maintained
- Provide feedback to client with regards to forward share changes
- Maximize forward share
- Identify and drive cross-merchandising opportunities
- Execute client brief in terms of POS material by channel
- Ensure market share is reflected in the category
- Ensure shelf health is implemented and maintained
Operational Management
- Resolve red flag issues and report to management when unable to resolve
- Compile necessary weekly / daily / monthly reports to communicate initiatives and performance
- Manage compliance of data capturing on handheld system (staff and self)
- Utilize available data to compile retail mapping reports
- Analyse data to create and implement initiatives to drive sell out
- Weekly store auditing of staff and identification of improvement actions through weekly meetings
- Establish action plans to improve based on weekly audit results
- Increase and maintain retail assets
Effective distribution of all new lines
- Inform customers and Samsung Product Consultants of new innovations
- Drive speed to market
- Negotiate new listings in stores with store owners/managers where required
- Distribute Trade Presenters / POP material to sales force and customers
- Train store sales staff on new innovations
- Provide feedback to clients on distribution of new lines
- Monitor sales of new lines
- Monitor competitors’ new innovations and provide visual and written feedback to client
Effective stakeholder relationship management
- Build sound relationships with all customers, staff and client management based on mutual trust and goodwill
- Provide continuous feedback as per client requirements (competitor activities, promotions, ROS, product recalls, innovations, pricing, planograms)
- Conduct review meetings with clients, customers and staff
- Demonstrate resilience in remaining positive and focused despite negativity, obstacles, challenges or objections
- Manage change effectively through using influence and lobbying the right people, as well as positioning issues in ways that ensure buy-in from key individuals and teams
Effective management of assets and expenses
- Ensure all company assets are maintained according to company policy
- Manage discretionary budget to ensure optimum return on investment
- Monitor and control:
- fuel expenses
- vehicle expenses
- travel expenses of staff
- Cell phone expenses
- Ensure accurate salary input and monitor and control expense claims
- Ensure scorecard compliance
- Conduct effective management appraisals (C BAND and up)
- Ensure effective leave management and administration
- Check and monitor assets and ensure updated asset register (monthly)
Effective people management
- Through effective inspirational and practical leadership, facilitate the creation of accountable, full service teams who understand and strive to meet the needs of all client and group objectives
- Establishment and drive compliance to call cycle
- Manage the targets and commission payments of the staff within area of control
- Drive attendance of staff at product knowledge training sessions
- Create and encourage a culture focusing on delivery of objectives
- Effective staff communication through regular team meetings
- Take full responsibility for performance of all direct reports, motivating and managing them in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management:
- Recruitment
- Induction
- Leave Management
- Development
- Remuneration and rewards
- Performance management
- Career path and succession planning
- On-the-job training, coaching & mentoring
- Manage Employment Equity targets
- Ensure appropriate levels of accountability
- Conduct disciplinary hearings as required
- Motivate, delegate and empower appropriately, enabling direct reports to take responsibility and display creativity and initiative
- Ensure effective knowledge sharing
- Build talent pipeline
Effective teamwork and self- management
- Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
- Demonstrate consistent application of internal procedures
- Plan and prioritise, demonstrating abilities to manage competing demands
- Demonstrate abilities to anticipate and manage change
- Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organisational needs
- Manage own career development by staying abreast of any technical and industry changes
- Manage stress and pressure effectively and in ways that do not negatively impact other’s performance
- Display sound teamwork in working closely with others to achieve shared goals
- Give and receive constructive feedback in ways that enable people to learn and grow
Key Competencies
Emotional maturity
Coaching & development of others
Team leadership
Impact & influence
Critical thinking
Organisational awareness
Resilience & stress management
Agility
Performance & results driven
Planning & prioritisation
Analysis & problem solving
Quality & detail excellence
