Area Sales Manager, PLT - Nelspruit - Ref: 1050501-20

Our client currently has an opportunity for an Area Sales Manager to execute the company’s sales process that will allow them to implement the value proposition in line with the Vision 2025 strategy.

The successful incumbent will hold a tertiary qualification in Administration or Finance together with 2-5 years of experience in a similar role.

Job Description

Area profiling
Identify and thereafter monitor total number of customers / dealers and "points of purchase" within designated area.
Establish customer footprint & share of business by channel (KOG).
Evaluate total number of tyres sold in area by volume & segment (POG).
Establish share of market by volume & segment.
Conduct SWOT analysis.

Prospecting and selection of new business
Identification of white spots.
Select prospects.
Maintain prospects list, within the categories ABCD.
Complete credit application with volume & mix agreement.
3 to 6-month performance monitoring.
Canvass channel expectation.

Dealer assessment
Define each dealer’s business in terms of:
o Volume
o Brand
o Segment
o Inch
o Wholesale vs Retail / Cash vs Account.
Confirm dealer area location, credit rating and reputation.
Establish share of business and monthly turnover (in ZAR).
Confirm dealer buying cycle & stock profile.
Conduct SWOT analysis (company & dealer perspective).

Compose value proposition
Compose value proposition with reference to following elements:
o Volume & price - pricing strategy (the deal)
o Product - focus on market segment (stock profiling)
o Sales promotions - sell in & sell out
o Training (technical & product)

Contracting and negotiating
Agree on cycle of visits, key objectives, volume commitment & share of account targets.
Define rebate agreements, incentive targets, etc. in agreement with dealer.
Create top 20/30 sizes list.
Secure buying commitment.
Maintain value proposition database/document.

Credit account management
Credit limits managed / reviewed.
Get the money (DSO /overdue).
Resolve queries.

Execute and Track Business development
Track unit, nett sales, development and service offering - monthly.
Track store size growth - volume & margin - monthly.
Track competitor’s unit development - quarterly.
Track agreed value proposition items.
Document committed responsibilities and create action plans for open items - monthly.

Confirm value proposition
Compile a tracking report.
Conduct monthly tracking & quarterly business reviews with dealer, canvassing inter alia buying and payment patterns, brand and product segmentation, year on year growth rate, unit commitments and share of account situation.

Country: South Africa
Location: Nelspruit

Job Qualifications, Skills & Experience:

BCom/ND Business Administration or Finance Related.
2 to 5 years of sales, marketing & technical experience.
Project and/or process experience: understanding of sales, forecasts and logistics processes.
2 years of project team coordination experience.
Must be fluent in Afrikaans.

Company Description

With sales of €34.5 billion in 2014, our client is among the leading automotive suppliers worldwide and currently has approximately 200,000 employees in 53 countries. The Tyre Division currently has 24 production and development locations worldwide. The broad product range and continuous investments in R&D make a major contribution to cost-effective and ecologically efficient mobility. As one of the world's leading tyre manufacturers with more than 47,000 employees, the Tyre Division achieved sales of €9.8 billion in 2014.