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.
The Territory Sales Manager (TSM) is responsible for driving sales performance, market penetration, and brand visibility within a defined geographical area. The role involves managing distributor and retail relationships, executing trade marketing initiatives, and ensuring product availability and visibility across all retail channels.
Key Responsibilities:
Develop and execute territory sales plans to achieve volume, value, and distribution targets.
Manage and support distributors, sub-distributors, and retail partners to ensure optimal stock levels and timely replenishment.
Conduct regular market visits to monitor retail execution, competitor activity, and customer feedback.
Implement trade promotions and merchandising strategies to drive off-take and brand visibility.
Train and supervise field sales representatives and merchandisers.
Monitor and report on sales performance, market trends, and competitor activities.
Ensure compliance with pricing, discounting, and credit policies.
Collaborate with supply chain and logistics teams to ensure timely delivery and stock availability.
Maintain accurate records of sales activities, customer interactions, and market intelligence.
Key Performance Indicators (KPIs):
Sales Volume & Value Achievement – Attainment of monthly and quarterly sales targets.
Numeric & Weighted Distribution – Number of outlets carrying the product and their sales contribution.
Retail Execution Score – Availability, visibility, and planogram compliance in retail outlets.
Outlet Coverage & Call Frequency – Number of productive calls made per day/week.
Trade Promotion ROI – Effectiveness and return on investment of trade marketing activities.
Stock Availability & Fill Rate – Product availability at distributor and retail levels.
New Outlet Activation – Number of new retail points opened and activated.
Distributor Performance Metrics – Order frequency, stock rotation, and payment compliance.
Market Share Growth – Share of shelf and category performance in the territory.
Customer Satisfaction & Retention – Feedback from trade partners and retailers.
Minimum Qualifications:
Education: Bachelor’s degree in Sales, Marketing, Business Administration, or a related field. A postgraduate diploma or Master’s in a business-related field is an added advantage.
Experience: Minimum 3–5 years of sales experience in the FMCG sector, with a strong understanding of route-to-market models and retail dynamics.
Skills:
Strong negotiation, communication, and interpersonal skills.
Proficiency in sales reporting tools and CRM systems.
Analytical thinking and data-driven decision-making.
Ability to lead and motivate field teams.
Strong knowledge of the local market and retail landscape.
PZ Cussons is big enough to make your mark, small enough to make it yours. Apply to join us!