National Field Sales Manager (Route To Market)

About the Role

In this role, you are the lead the national sales strategy and execution for Ferrero Ithemba's portfolio to achieve ambitious volume, revenue, market share, and profitability targets. You are responsible for driving end-to-end sales performance across all channels (modern trade, general trade/independent retail, wholesale, convenience, e-commerce, and impulse) by effectively managing internal teams and closely collaborating with outsourced sales and merchandising agencies. Reporting to the country sales manager and trade marketing manager (matrix structure), you ensure perfect store execution, strong distributor relationships, and alignment with Ferrero's premium brand positioning in a competitive confectionery/FMCG market.

Main Responsibilities

• Develop and implement the national sales strategy, annual business plan in alignment with company objectives, seasonal peaks and market dynamics.
• Set and achieve national sales targets (volume, value, distribution, visibility) by channel, region, and customer.
• Lead forecasting, budgeting (P&L ownership for sales), and resource allocation to optimize ROI.
• Lead, motivate, and develop teams as per people processes complying with line manager standards.
• Manage performance of outsourced agencies (PFM, Market Max, Trilink, FG Knights): set KPIs, conduct regular reviews, joint business planning, incentive alignment, and ensure high-quality execution of sales calls, merchandising, activations, and promotions.
• Oversee agency contracts, compliance, training, and continuous improvement.
• Drive sales and volume growth.
• Support account managers, collaborate on joint business plans, promotions, and negotiations.
• Ensure excellent route-to-market execution, including secondary distribution, availability in independent outlets.
• Partner with marketing on trade promotions, launches, brand initiatives.
• Work with supply chain for demand planning, stock availability, order fulfilment.
• Coordinate with finance on pricing, margins, trade spend, promotional ROI.
• Champion perfect store standards: visibility, shelving, secondary placements, point-of-sale materials, promotional compliance.
• Monitor, analyze sales data, market share, competitor activity, consumer trends to identify opportunities, risks.
• Lead national sales meetings, trade activations, seasonal campaigns.
• Develop, execute regional sales plans and strategies aligned with overall company objectives.
• Forecast sales, prepare budgets, track regional performance metrics; analyse data to identify trends, opportunities, areas for improvement.
• Collaborate with marketing and operations teams to ensure alignment on promotions, product launches, customer needs.
• Collaborate with key accounts to integrate regional strategies, ensuring consistency in branding, promotions.
• Conduct regular performance reviews, provide coaching on sales techniques, product knowledge, customer engagement, and address any skill gaps through training programs.
• Build and maintain strong relationships with customers.
• Ensure product availability and distribution, managing stock levels, shelf space, and point-of-sale materials.
• Identify and pursue new business opportunities.
• Escalate insights on market challenges to senior management for strategic adjustments.
• Manage budgets for the area, including promotional spending, travel, and team incentives, while optimizing costs without compromising results.
• Submit sales reports/market analysis with data informed insights regularly reporting to senior management.
• Maintain accurate records of customer visits, orders, stock levels.
• Manage trade spend and promotional budgets.

About You

Requirements & Experience

• Bachelor's degree in Business, Marketing, Commerce, or related field (postgraduate preferred).
• 8–12+ years of progressive sales experience in FMCG, preferably confectionery, snacks, or premium food categories.
• 5+ years in sales management roles (national/regional level) with proven track record of delivering targets in South Africa.
• Experience managing outsourced sales/merchandising agencies or third-party field forces is essential.
• Strong understanding of South African retail landscape (modern trade chains, independent/general trade, wholesalers).

Key Competencies

• Results-oriented with a passion for exceeding targets in a fast-paced environment.
• Customer-centric mindset, focused on building long-term partnerships.
• Innovative thinker who adapts to market changes and embraces digital transformation in sales.
• Ethical and values-driven, aligning with Ferrero's commitment to quality, sustainability, and community.
• Resilient under pressure, with strong problem-solving skills.
• Strategic thinker with strong analytical and problem-solving abilities (Excel, Power BI, or similar tools).
• Excellent leadership, coaching, and people management skills.
• Superior negotiation, influencing, and relationship-building capabilities.
• High commercial acumen, with experience in P&L management, trade spend optimization, and ROI focus.
• Results-oriented, resilient, and able to thrive in a fast-paced, target-driven environment.
• Fluency in English; additional local languages advantageous.
• Willingness to travel nationally (up to 40–50%).

What We Offer

• Annual performance based bonus.
• Continuous Learning and development.
• Flexible working (subject to probation outcome).
• Favourable leave conditions.
• Careers with caring built in - discover our benefits here.