Regional Sales Manager - FMCG Distribution

About the role

A leading company in the nicotine and tobacco industry is looking for an experienced Regional Sales Manager with strong regional sales leadership, key account management and FMCG distribution experience. The role covers the Eastern Cape and Garden Route, driving regional revenue growth, managing major retail and forecourt accounts, developing independent and wholesale trade and leading a geographically dispersed field sales team. It is a high-ownership, hands-on position.

Key responsibilities

• Own regional sales targets and revenue performance across all channels and provinces, and build territory plans covering the Eastern Cape and Garden Route.
• Pursue growth in retail, wholesale, forecourt and independent trade, and open new accounts through prospecting, pitching and closing.
• Grow relationships with major retail key accounts such as SPAR, Pick n Pay and Shoprite, negotiate ranging, promotions and trading execution, and resolve escalations.
• Drive volume and distribution growth in independent and wholesale channels, maintaining pricing, credit and stock discipline.
• Lead, coach and develop the regional field sales team, set targets, run performance reviews and recruit new members.
• Maximise call coverage and route efficiency, ensure good ranging and availability, monitor sell-through, stock and returns, and audit in-store execution.
• Produce weekly and monthly sales reports, provide regional forecasts, track KPIs and work with Finance, Marketing and Operations.

Required profile

• BCom in Marketing, Sales or Business Management, NDip or equivalent.
• At least 5 years of FMCG sales experience and 5 years in regional sales management or senior key account management.
• Proven responsibility for growing annual regional revenue of R18 million or more, with quantified results.
• Experience managing a large, multi-province territory and a team of 5+ field sales or merchandising members.
• Direct experience managing major retail key accounts and forecourt group accounts, and opening new accounts from scratch.
• Experience setting targets, reviewing performance and managing underperformance.
• Valid driver's licence, own reliable vehicle and willingness to travel extensively; based in the Eastern Cape or willing to relocate.

Preferred requirements

• Nicotine, vaping, tobacco or regulated consumer goods experience.
• Established buyer and trade relationships in the region, and experience with distributors, sub-distributors, new product launches and CRM/ERP systems.
• Experience recruiting sales staff, working with Finance on credit risk, and turning around underperforming teams.

The salary is negotiable. Applications are made through the recruiter, Hire Resolve.