Exempt, Grade 15
Sales Incentive Program (SIP) eligible
GENERAL SCOPE
Manages an assigned account, or group of accounts, with the primary responsibility to create value for the assigned customers through the technical service they provide; and identifying new product opportunities and selling to existing customers. A Sales Service Professional’s sole focus is to maintain revenue, price capture and to improve gross profit. A Sales Service Professional may work on attaining new business where appropriate, but that is not their primary assignment or job responsibility.
KNOWLEDGE
Normally top-level jobs requiring considerable knowledge of the job. Complete acquaintance with and understanding of the general aspects and technical phases of the job and their practical applications to problems and situations ordinarily encountered.
JOB COMPLEXITY
Independently performs non-routine and moderately complex assignments. Researches assignments, processes, and analyzes data and may develop recommendations. Competently uses computers and other systems to access, maintain, and manipulate data. May provide leadership, direction to lower level employees. In technical or production positions, may determine methods, operations, sequences; develops and/or modifies products and equipment to requirements.
IMPACT
Impact may affect work of others and potentially, if not caught, at section level. Contributes to and supports the completion of major organization activity. Erroneous work would have negative impact.
Key Responsibilities
Commercial & Strategic Leadership
- Own and execute the Retail and Delivered Trade sector strategy in line with national and regional business objectives.
- Deliver sustainable, profitable sales growth through effective planning, opportunity pipeline management, and sector focus.
- Translate market dynamics, customer needs, and channel trends into clear sector growth initiatives.
Delivered Trade & Distributor Management
- Develop and maintain strong partnerships with delivered trade customers, distributors, and key retail accounts.
- Define and review distributor strategies (coverage, service models, capability, compliance, and performance).
- Ensure distributors comply with commercial agreements, pricing structures, and brand standards.
Customer & Account Management
- Support and coach teams on key account planning, customer engagement, and solution‑based selling.
- Personally engage with strategic customers where senior‑level intervention or negotiation is required.
- Drive customer retention, share‑of‑wallet growth, and multi‑category penetration.
People Leadership & Capability Development
- Lead, coach, and develop the Retail and Delivered Trade sales teams to achieve performance objectives.
- Set clear expectations, KPIs, and accountability standards.
- Conduct performance reviews, talent development plans, and succession planning.
Operational Excellence & Governance
- Ensure forecast accuracy, pipeline hygiene, and CRM discipline.
- Partner cross‑functionally with Supply Chain, Marketing, Finance, Technical, and HR to ensure seamless execution.
- Uphold HSE, compliance, pricing governance, and contractual discipline.
Market Intelligence & Execution
- Monitor competitor activity, pricing trends, customer needs, and route‑to‑market effectiveness.
- Provide regular insights and reporting to senior leadership on performance, risks, and opportunities.
Key Performance Indicators (KPIs)
- Revenue and margin growth (Retail & Delivered Trade)
- Distributor performance and compliance
- Pipeline value, conversion, and forecast accuracy
- Customer retention and account growth
- Team capability development and engagement
Required Experience & Qualifications
- Degree or diploma in Business, Marketing, Sales, or related field
- Minimum 8–10 years commercial sales experience, ideally within Retail, Delivered Trade,
- Proven experience managing distributor or indirect sales models
- Strong leadership, negotiation, and commercial decision‑making skills
- Solid understanding of pricing, contracts, and route‑to‑market models