Zonal Manager

We are PZ Cussons. Our purpose is For everyone, for life, for good.

Sustainability and the wellbeing of people, families and communities everywhere are at the heart of everything that we do.

Since our founding in 1884, we have been creating products to delight, care for and nourish consumers. Across our core categories of Hygiene, Baby and Beauty, our trusted and well-loved brands include Carex, Cussons Baby, Sanctuary Spa and St. Tropez.

Job Title:

Zonal Sales Manager  

Level:

Grade 5

Department

Sales/Commercial

Department Strategic Objectives

Lead in the delivery of customer and field sales business objectives towards the achievement of the overall organisation business and growth objectives

Job Purpose:

Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone

Context/Scope:

A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.

Responsible to:

Regional Commercial Manager

Responsible for:

CSM, OM, Neighborhood, Golden Outlets & SSF

Key Accountabilities

• Manage the activities of the field sales team in assigned zone
• Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.)
• Achieve sales drivers (QDVP) objectives for the zone
• Manage sell-out of Customers in the zone
• Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area.
• Develop and ensure implementation of outlet coverage strategy for the area
• Implement agreed Route to market strategy in assigned zone
• Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports.
• Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline.
• Feeds into the demand process to optimise the quality, accuracy and clarity of inputs.
• Provide market intelligence report in assigned area

Measurement/Performance Indicators

• Achieve weighted distribution targets
• Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities)
• Coverage strategy and implementation
• Coaching and development plan implementation

Internal & External Relationships:

• Regional Commercial Manager
• Marketing/Sales/Channel/Supply Chain/Finance/HR team
• Line Managers (Performance Management, recruitment, induction)
• Key Distributors/Customers
• Government agencies within Zone
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

• First Degree in any discipline
• Computer literacy (MS Word, Excel, PowerPoint)

Experiences: (What experience brings success to this role)

• Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs.
• Demonstrated ability to coach and develop people
• Field Sales management experience

Knowledge: (What does the person need to know)

• Good knowledge of business objectives and priorities.
• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
• Knowledge of Field Sales, Channel or Distributor Management
• PZ Cussons Leadership competencies

Functional or Technical / Business Skills: (What can the holder do)

• Commercial Acumen Developed
• Customer Management Developed
• Negotiation Skills Developed
• In Market Execution Developed
• Selling Skills Proven Strength
• Sales Drivers Proven Strength
• Channel Strategy Developed
• Presentation & Communication Proven Strength

Alignment to the BEST Values are assumed to be critical to all PZC roles. All employees are also responsible for complying with their duties and responsibilities under both national legislation and Company policies regarding Health and Safety, Data Protection and Dignity at Work.At PZ Cussons, we value diversity and make sure everyone feels included. We want our team to reflect society and our global customers. We welcome applicants from all backgrounds because your unique perspective helps us develop brands and create new products for our consumers. 
If you need extra support during this process, please inform us so that we can accommodate your needs appropriately. It is important to us that all candidates feel recognised and have a good experience with PZ Cussons as part of our commitment to inclusivity.We're dedicated to creating an inclusive environment and we welcome applications from everyone.

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PZ Cussons is big enough to make your mark, small enough to make it yours. Apply to join us

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