Job Advert Summary

• Clover has an exciting opportunity for a suitably qualified and experienced individual at the Cape Town branch. The successful applicant will be supporting the Principal Manager in overseeing and implementing commercial and strategic initiatives on a regional level. This role requires strong analytical, problem-solving, and communication skills, as well as the ability to translate data into clear, concise reports and visualizations for various stakeholders.

Requirements

• Degree
• Business English: Fluent
• Code 8 motor vehicle license
• Cognos skills
• Computer literacy (Advanced Excel and PowerPoint skills)

Competencies

• Ability to influence & motivate sales force.
• Ability to present on an open platform.
• Achieves Results Effectively
• Ability to build and maintain strong, long-term relationships with Principal clients
• Aptitude for identifying challenges or issues within Principal accounts and developing innovative solutions to address them effectively.
• Strategic thinking and capacity to develop and implement sales strategies aligned with business objectives.
• Excellent verbal and written communication skills to interact effectively with Principals, sales teams, and other stakeholders.
• Ability to negotiate.
• Sound judgment and decision-making skills to assess situations, evaluate options, and make timely and effective decisions.
• Proficient understanding of the FMCG industry and its full value chain, including supply planning, distribution, sales, and trade knowledge.
• Strong expertise in retail channel management as well as a good understanding of retail ordering systems and processes.
• Excellent verbal and written communication skills to effectively convey information, negotiate terms, and positively influence all stakeholders within the organisation.
• Initiative to anticipate Principal needs, identify opportunities for additional business, and proactively plan and propose solutions or improvements.
• Strong negotiation skills to navigate complex discussions, manage expectations, and secure favourable terms and agreements for both parties.
• Strong analytical Skills: Ability to analyse sales data to make informed decisions.
• Proficiency in advanced Excel skills required.
• Proficient in crafting compelling PowerPoint decks.
• Strong capabilities in public speaking and presentations.
• Ability to inspire and motivate a sales team, set clear goals, and provide direction.
• Interpersonal effectiveness.
• Lead and drive change for improvement.
• Ability to work collaboratively with all stakeholders to ensure coordinated efforts in meeting business objectives.

Duties and Responsibilities

• Develop business relationship with Principals
• Identify opportunities to increase Principal profit and sales volumes.
• Find alignment between Clover and Principals objectives.
• Communicate relevant business information.
• Analyse sales data, performance metrics, and market trends to make informed decisions.
• Ability to track KPI targets and consistently deliver concise updates to principals.
• Ensure volume performance and numeric distribution
• Manage numeric distribution vs Ranging.
• Manage SKU rationalization & selling correct product mix.
• Manage principal projects.
• Manage principal BI reporting.
• Achieving Volume & Revenue Budget
• Free stock processing.

Support sales activities

• Conduct trade visits with Principals in respective regions
• Act as contact point between Principals and Clover Sales
• Develop and maintain sound relationships with Principals, Customers, DM, RMs, ASMs and AM’s
• Measure, track, and report on key sales metrics, including volume performance, numeric distribution, promotional effectiveness, and targets.
• Drive numeric distribution
• Returns management per channel (where relevant)
• Ensure implementation and co-ordination of POS materials, maintain brag albums, support promotional campaigns, and increase visibility of new product developments.
• Coordinate the rollout and monitoring of sales incentive programs to motivate and reward performance.
• Oversee pricing and claims procedures

Act as coach for Clover sales personnel

• Assisting in developing regional sales strategies.
• Drive understanding of Principal priorities, focus areas, and strategic objectives among the sales team.
• Provide training and coaching to regional sales teams to ensure understanding of Principal focus and objectives.
• Provide sales teams with necessary resources and tools.
• Offer guidance and mentorship to regional sales teams.