Purpose of Role:

The Trade Development Representative is expected to drive the highest standards of executional excellence through the implementation of business plans, cycle activity, building customized plans for priority accounts against nominated growth drivers and ensuring that these plans are executed brilliantly at the point of sale while maintaining controls & compliance.

Role Responsibilities:

Execution Excellence

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/ appointment using the clearly defined and proven commercial selling skills to understand customer needs and match them to the business propositions.
• Use proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition.
• Commercial Acumen - have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for the business and its customers.
• Use the processes tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are executed brilliantly at the point of sale.
• Ability to execute, track and improve adherence to the minimum execution standards by segment as defined by the market to drive growth.
• Trade investments, POSMs and assets management- Issuance, reconciliation and tracking
• Stocks in trade monitoring, management and verifications as held at the stakeholders’ premises.

Controls and Compliance

• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

Qualifications

• A business-related degree or equivalent.

Experience and Skill

• 2 years’ experience in analytics and at least 2 years in a field sales role
• Strong attention to detail.

Competencies

Leadership

• Win through Execution - lead bold execution in a fast-moving world.
• Inspire through Purpose - amplify our purpose internally and externally.
• Shape the Future - create focus and ownership for shaping business’ future ambition.
• Invest in Talent - harness the full extent of the business talent and diversity.

Dial up Behavior.

• Be externally Curious - Seek deep external insights, anticipate trends and adapt quickly
• Collaborate Efficiently - create an environment where people challenge openly, make decisions with only essential input and share and embrace what works.
• Experiment and Learn - Aim high and disrupt, try innovative solutions, accommodate failure and learning.
• Act Decisively - Choose progress over perfection, prioritize and commit to decisions and deliver for the business.

Functional Competencies

• Planning and Developing Executional standards
• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Acumen

• Identify the everyday minimum execution standards for the customers we work with and understand the 365 Essentials principles and how they translate into these execution standards.
• Navigate a sales call/ appointment using the clearly defined and proven commercial selling skills to understand customer needs and match them to the business propositions.
• Use proven selling techniques to deliver propositions that exceed customer expectations, satisfy needs and create ‘win, win, win’ opportunities to ensure distributor coverage and call frequency targets are achieved.
• Persuasive selling to deliver a customer proposition.
• Commercial Acumen - have a good understanding of the commercials (spend, volume, margin, etc) to make good business decisions that drive profitable growth for the business and its customers.
• Use the processes tools and plans provided to ensure brilliant execution by building customised plans for priority accounts against nominated growth drivers and ensure that the plans are executed brilliantly at the point of sale.
• Ability to execute, track and improve adherence to the minimum execution standards by segment as defined by the market to drive growth.
• Trade investments, POSMs and assets management- Issuance, reconciliation and tracking
• Stocks in trade monitoring, management and verifications as held at the stakeholders’ premises.
• Adhering to the compliance measures put in place, as articulated in the various global and local standards, policies and all applicable manuals including the Code of Business Conduct.
• Adherence to Internal process controls and External Audit reviews.
• Partnership with the Commercial Operations team, to ensure awareness and adherence to all applicable compliance matters, including changes to existing policies/guidelines as well as newly introduced policies/guidelines.

• Strong attention to detail.
• Leadership
• Win through Execution
• Inspire through Purpose
• Shape the Future
• Invest in Talent
• Be externally Curious
• Collaborate Efficiently
• Experiment and Learn
• Act Decisively
• Planning and Developing Executional standards
• Core Selling Skills
• Customer Proposition
• Brilliant Execution
• Negotiation Skills
• Commercial Acumen

• A business-related degree or equivalent.