Overview:
Reporting to the General Manager Sales, the Field Sales- Assoc Manager, will be responsible for providing vital support, training and guidance to field sales team.

Responsibilities:

• Sales strategy & planning
• Develop and execute national field sales strategies aligned with brand, category, and channel priorities, in alignment with business goals and revenue targets.
• Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
• Set sales targets by region and channel; monitor KPIs and sales performance.
• Channel & territory management
• Ensure effective coverage of all retail channels- supermarkets, convenience stores, wholesalers, and independent grocers.
• Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
• Team Leadership
• Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
• Drive performance culture through field KPIs, incentive plans, and coaching routines
• Conduct regular performance reviews, succession planning, and skills development.
• In market execution
• Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
• Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
• Ensure consistent execution of the company’s commercial standards across all territories.
• Customer & Distributor Management
• Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
• Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
• Resolve escalated customer issues and improve field-level service quality
• Reporting & insights
• Analyse field sales data and market trends to provide insights to senior leadership.
• Prepare and present regular sales performance reports, forecasts, and territory analysis.
• Sales Operations & Analytics
• Maintain real-time tracking of sales performance and market share.
• Conduct gap analyses, weekly performance reviews, and action planning.
• Cross functional collaboration
• Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
• Collaborate on demand forecasting and S&OP (Sales and Operations Planning) processes.
• Partner with HR on recruitment and development of sales staff.
• Budget management
• Manage field sales budget including trade spend, travel, and incentive programs.
• Ensure cost-effective deployment of resources and return on investment (ROI).
• Compliance and standards
• Ensure adherence to company policies, pricing guidelines, and ethical standards.
• Conduct field audits and ensure compliance with health, safety, and legal regulations.

Qualifications:

• Minimum 10 years in operational/business leadership within construction or industrial manufacturing, with international exposure
• Proven success at NSM level positions
• Expertise in developing and executing multilayered channel strategies
• Strong judgement, financial discipline, integrity, and emotional intelligence
• Track record in budgeting, forecasting, and delivering profitability
• Strategic and operational skills in driving business growth, process improvement, and systems implementation
• Tertiary qualification or business leadership qualification is highly regarded. Technical qualifications in construction management, engineering, manufacturing, mechatronics will be beneficial

• Sales strategy & planning
• Develop and execute national field sales strategies aligned with brand, category, and channel priorities, in alignment with business goals and revenue targets.
• Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
• Set sales targets by region and channel; monitor KPIs and sales performance.
• Channel & territory management
• Ensure effective coverage of all retail channels- supermarkets, convenience stores, wholesalers, and independent grocers.
• Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
• Team Leadership
• Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
• Drive performance culture through field KPIs, incentive plans, and coaching routines
• Conduct regular performance reviews, succession planning, and skills development.
• In market execution
• Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
• Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
• Ensure consistent execution of the company’s commercial standards across all territories.
• Customer & Distributor Management
• Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
• Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
• Resolve escalated customer issues and improve field-level service quality
• Reporting & insights
• Analyse field sales data and market trends to provide insights to senior leadership.
• Prepare and present regular sales performance reports, forecasts, and territory analysis.
• Sales Operations & Analytics
• Maintain real-time tracking of sales performance and market share.
• Conduct gap analyses, weekly performance reviews, and action planning.
• Cross functional collaboration
• Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
• Collaborate on demand forecasting and S&OP (Sales and Operations Planning) processes.
• Partner with HR on recruitment and development of sales staff.
• Budget management
• Manage field sales budget including trade spend, travel, and incentive programs.
• Ensure cost-effective deployment of resources and return on investment (ROI).
• Compliance and standards
• Ensure adherence to company policies, pricing guidelines, and ethical standards.
• Conduct field audits and ensure compliance with health, safety, and legal regulations