Sales Representative

Position: Sales Representative – Western Cape Industry: FMCG Sales & Distribution Location: Cape Town – Southern Suburbs Territory: Western Cape – Southern Suburbs and surrounding territory Reports To: Regional Sales Manager – Western Cape Team: Individual contributor Remuneration: R274,000 CTC per annum + 1% uncapped commission on turnover Benefits: Company contract cell phone Travel: Extensive daily travel required Language: Fluent Afrikaans and English – essential Driver's Licence: Valid driver's licence and own reliable vehicle essential ROLE OVERVIEW An exciting opportunity is available for a driven and results-oriented Sales Representative to take ownership of an assigned sales territory in the Western Cape. This is a highly active, field-based sales position for a candidate who enjoys working directly with customers and is motivated by measurable sales performance. The successful candidate will be responsible for growing revenue across the assigned territory, servicing and developing retail accounts, opening new business, growing independent and wholesale customers, and ensuring excellent in-store execution. The role requires someone who is self-motivated, disciplined, commercially aware and comfortable working towards clear sales targets . The remuneration package includes an uncapped commission component, making this an excellent opportunity for a proven sales performer who wants their earning potential to be directly linked to their results. KEY RESPONSIBILITIES 1. Territory Sales & Revenue Growth • Take ownership of sales performance across the assigned territory. • Grow revenue month-on-month and year-on-year. • Execute the agreed sales call cycle. • Complete a minimum of 12–15 calls per day . • Maintain call adherence/strike rate of 90% or higher . • Prospect for new customers. • Pitch and onboard new accounts. • Develop retail, wholesale, forecourt and independent trade accounts. • Monitor competitor activity, pricing and product ranges. • Identify opportunities to increase sales and distribution. 2. Customer Visits & Daily Sales Process • Follow the structured daily sales call process. • Prepare adequately before each customer visit. • Engage professionally with store management. • Review merchandising and displays. • Communicate pricing and promotions. • Review stock levels and take orders. • Manage returns according to company procedures. • Provide customer support. • Complete accurate reporting after every call. • Maintain accurate customer information in the CRM system. 3. Merchandising & In-Store Execution • Maintain approved planograms and shelf layouts. • Ensure effective product visibility. • Maintain FIFO stock rotation. • Monitor product availability. • Capture required before-and-after photographs. • Maintain recommended selling-price compliance. • Identify and report pricing discrepancies. • Monitor competitor pricing and activity. • Maintain point-of-sale material. • Remove expired promotional material. • Maintain high standards of in-store execution. 4. Account Development • Grow existing retail accounts. • Develop independent and wholesale customers. • Open new accounts from prospecting through to onboarding. • Build strong relationships with store managers and decision-makers. • Monitor customer order patterns. • Increase product ranging and availability. • Identify opportunities for additional sales. • Support new product launches. 5. Coverage & Route Management • Maximise daily call coverage. • Plan routes efficiently. • Maintain a disciplined call cycle. • Ensure all assigned outlets are visited according to requirements. • Monitor sell-through and stock holding. • Identify distribution gaps. • Ensure strong product availability throughout the territory. 6. Customer Data, Debtors & Payments • Maintain accurate customer records. • Load new customers correctly onto the system. • Follow approved credit procedures. • Resolve customer queries efficiently. • Follow the company's payment procedures. • Maintain zero-cash compliance. • Follow up on overdue accounts as directed. • Ensure all customer and sales information is accurately captured. 7. Promotions & Activations • Support approved sales and promotional activations. • Ensure stores are properly prepared before activations. • Confirm stock availability and required space. • Ensure store management is aware of planned activities. • Execute promotions according to the agreed process. • Report on activation results and issues. 8. Reporting • Complete accurate daily and weekly sales reports. • Maintain accurate CRM information. • Track sales activity and customer coverage. • Provide reliable territory forecasts. • Report on: • Revenue • New accounts • Call coverage • Product availability • Customer activity • In-store execution • Debtors • Work closely with the Regional Sales Manager and Marketing team. KEY PERFORMANCE AREAS Performance will be measured against: • Territory revenue growth • New account acquisition • Independent and wholesale growth • Call adherence / strike rate • Store coverage • Product availability • Product ranging • In-store execution • CRM data accuracy • Product knowledge certification • Debtor follow-up • Customer relationship development MINIMUM REQUIREMENTS • 2–3 years FMCG field sales experience. • Proven track record of achieving or exceeding personal sales targets. • Must be able to provide measurable evidence of previous sales performance. • Ability to explain the specific actions taken to achieve sales results. • Experience managing a defined sales route across multiple areas. • Direct experience calling on major retail accounts such as: • SPAR • Pick n Pay • Shoprite • Experience servicing forecourt group sites. • Proven experience growing independent trade and wholesale accounts. • Experience opening new accounts and building a customer base. • Comfortable working with basic sales data and activity reports. • Comfortable working within a structured CRM-driven call cycle. • Willingness to complete and maintain product knowledge certification. • Comfortable working in a target-driven and commission-based environment. • Valid driver's licence. • Own reliable vehicle. • Willingness to travel extensively throughout the Western Cape. • Fluent Afrikaans and English – essential. ADVANTAGEOUS EXPERIENCE • Experience in nicotine, vaping, tobacco or regulated consumer goods. • Established relationships with store managers and buyers across the Western Cape. • Experience launching new products into the trade. • Experience with product ranging, pricing and promotional support. • Experience using CRM or route-based sales applications. • Experience with RepForce or a similar sales CRM. • Matric – essential. • Relevant tertiary qualification in: • Sales • Marketing • Business • Commerce is advantageous but not essential. • Experience working within a high-growth business. WORKING ENVIRONMENT This is a field-based role requiring extensive daily travel throughout the assigned Western Cape territory. The successful candidate will work with: • Major retail stores • SPAR • Pick n Pay • Shoprite • Forecourt sites • Independent retailers • Wholesale customers • Store managers • Trade customers The role requires a high level of activity, regular customer interaction and disciplined route management. IDEAL CANDIDATE PROFILE The ideal candidate is a proven field sales performer who enjoys being on the road, meeting customers and directly influencing sales results. You should be able to demonstrate: • A strong sales track record. • New-business development ability. • Excellent customer relationship skills. • Strong communication skills. • Good route and territory management. • Commercial awareness. • Strong attention to detail. • Ability to work independently. • Ability to work towards me