JOB DESCRIPTION OF A SALES SPECIALIST (SALES SPECIALIST CONVENIENCE TRADE)
- Database management
- Call and service a total number of outlets as per database, school tuck shops/convenience stores in the designated area using an app whilst remaining within daily KM budget.
- Maintain a healthy database in that: all customers called on must comply with availability requirements, RSP selling, etc..
- Sales execution of brand SKUs.
- Responsible to reach sales targets
- Availability
- Sell client focus brands in all the allocated outlets as per channel plan.
- Pricing
- Manage and negotiate pricing as per Recommended Selling Price given by the client.
- Check Price Compliance at RTMP and Bulk Breaker and escalate any non-compliance to Field Manager.
- Promotional implementation
- Implement promotion as per the communicated plan within the required timelines.
- Merchandising
- Install and implement visibility items like ABS boards and frames as per the communicated guidelines (Perfect Outlet Execution).
- Outlet and sales information capturing
- Capture and record all the sales and outlet information onto the allocated device or tool in all the allocated outlets on every visit as per schedule or cycle.
- Encourage all customer in base to keep and/or retain invoices for next visit.
- Asset tracking and maintenance
- Verify and ensure hygiene (clean) of all client's coolers in the allocated base on every visit or call as per call cycle.
- Report damaged or malfunction coolers to back office using the procedure communicated on every visit as per schedule in allocated base.
- Follow up on all queries regarding coolers in the allocated base until resolved on every visit.
- Packing coolers as per planogram.
- ensure coolers are merchandised according to cooler layout requirements.
- Freshness check
- Check the freshness of client's brands in all the allocated outlets and capture the dates on every second call:
- Short-dated stock must be moved to the front to avoid expiry.
- Request support to move all short-dated stock and conduct promotions with outlet owner to avoid costs.
- Check the freshness of client's brands in all the allocated outlets and capture the dates on every second call:
- Car Maintenance (FOR BUSINESS PURPOSES ONLY - no personal use)
- Clean and wash the allocated car at least once a week (inside and outside).
- Perform daily vehicle inspections (Pre & Post trips) using GPS App.
- Report all incidents and accidents to line manager & fleet department A.S.A.P.
- Competitor Activity
- Monitor and report opposition activity on daily basis (capture photos).
- Report abuse and anti-competitive behaviour of opposition in writing or photos as evidence on every call.
- Understand direct competitor within the allocated areas (Sales Specialists).
Sales Specialist Ways of Working:
- Sales Specialists are required to log into Advance Mobile and perform a Wellness Check and proceed to do their daily vehicle inspection by 07:00 every working day.
- On Advance Mobile, identify the outlets and/or run list for the day and plan in terms of POS / relevant tools of the trade required to execute calls effectively for the day.
- Packing coolers as per planogram.
- Attend to the first sales call by 09:00 in trade and complete the Brand Module/Order Modules per call (Brand Specialists are required to be in trade for 6 days a week Monday-Saturday):
- Monday-Saturday: Perform all normal calling activities.
- In call activities include the following: Maintaining Key KPI’s:
- Capture the GPS coordinates of the outlets when the module is opened.
- Do in outlet inspections: KPI checks
- NND
- Price Compliance
- Cooler Verification
- Promotion implementation
- POS Implementation
- Engage and negotiate with customer.
- Implement and action what has been agreed with customer.
- Verify assets in outlet.