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Sales Manager - Field Accounts

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Job title	:	Sales Manager, Field Accounts (All Brands)
Department	:	Commercial, Wholesale
Reporting to	:	Senior Manager, Wholesale
Direct reports	:	5 x Account Managers (Independent Retailers); external sales agents
Key customers	:	Independent retailers, regional chains, smaller wholesale partners; Brand teams, Buying & Planning, Marketing, Supply Chain, IT, Customer Service, Finance, Group Sales Operations Manager.
Location	:	Based at the Head Office in Cape Town, with extensive national travel required to engage field accounts and agents across regions.
Main purpose	:	To drive growth, market penetration and distribution across independent and field accounts by managing a scalable, high-performing sales network focused on distribution expansion, strong territory management, agent performance, in-market engagement, on-shelf execution and brand presence.
Scope	:	Commercial responsibility for the wholesale performance of the Group's field account base (independent retailers, regional chains and smaller wholesale partners) across all seven international lifestyle, sport and fashion brands, nationally.

KEY ACCOUNTABILITY 1: FIELD STRATEGY & PERFORMANCE

Own the wholesale budget and ongoing forecasting for field accounts: revenue, margin, growth targets and door expansion plans (net of returns and rebates).
Develop and execute the independent and field channel strategy across all brands, including territory coverage models, route-to-market plans and channel segmentation.
Drive distribution growth and new account acquisition across regions, ensuring optimal coverage of independent retailers, regional chains and smaller wholesale partners.
Provide territory-level forecasting inputs into demand planning and the Group order book roll-up.
Manage prebook capture, order book build and order conversion across the field account base.
Identify and convert ATS (available-to-sell) opportunities across the order book.
Define field coverage standards, frequency and priorities by territory and brand.
Conduct seasonal and annual priority account reviews; refresh territory plans on agreed cadence.

KEY ACCOUNTABILITY 2: SALES EXECUTION, CALL CYCLE & AGENT MANAGEMENT

Oversee the Field Account team and external sales agents, ensuring optimal regional coverage and account engagement.
Own and manage the call cycle framework and adherence across territories.
Define call frequency, coverage and priorities by territory and account tier.
Regularly review call cycle reporting and territory performance to identify gaps and opportunities.
Manage external sales agents on performance, targets, territory alignment and commission structure (with Commercial / Finance).
Drive sell-in aligned to targets through prebooks, ATS and in-season replenishment.
Ensure strong and consistent in-store execution at field accounts.
Oversee priority account plans (development and execution) within each territory.
Conduct seasonal and annual priority account reviews.
Drive upselling, range expansion and partnership growth strategies with retailers.

KEY ACCOUNTABILITY 3: CUSTOMER & TERRITORY MANAGEMENT

Build strong relationships with independent retailers, regional chains and smaller wholesale partners across territories.
Drive repeat business and consistent brand presence across the field account base.
Conduct regular store visits and competitor / market analysis to identify trends and opportunities.
Identify new business opportunities and white-space distribution gaps within each territory.
Represent ARES brands at regional retailer events, trade shows and industry forums.
Build and maintain a customer / agent intelligence base to inform commercial strategy.

KEY ACCOUNTABILITY 4: COMMERCIAL EXECUTION & ALIGNMENT

Partner with the Group Sales Operations Manager on order processes, fulfilment, pricing accuracy and order deadline adherence for field accounts.
Ensure trade terms, conditional discounts and rebates are correctly executed and adhered to.
Lead seasonal sell-in meetings and seasonal presentations to priority field accounts, with Brand teams' support.
Drive commercial negotiations on assortment, pricing, distribution and trading terms within field channel guidelines.
Co-ordinate sample ordering, delivery and in-store display in line with brand and seasonal calendars.
Co-create focused trade marketing plans per region and per campaign with Brand and Marketing.
Ensure VAS requirements and returns processes are clearly communicated to customers and supported through warehouse and operations.
Communicate ATS opportunities to customers, agents and stakeholders.

KEY ACCOUNTABILITY 5: DEBTORS & CONTRACT MANAGEMENT

Monitor field account debtor balances and credit risk in partnership with Finance.
Align Account Managers and agents to credit discipline and collection priorities.
Manage order book vs debtor risk; engage customers proactively on overdue balances and outstanding reconciliations.
Ensure all field accounts have signed, valid and up-to-date contracts and ARES-signed supplier documentation per brand.
Ensure correct legal and compliance documentation is in place for each customer.
Ensure all commercial terms are aligned and adhered to (pricing, discounts, rebates, payment terms, returns, markdowns).
Validate that no trading occurs outside agreed terms; any deviations are formally approved.
Partner with Finance (credit terms) and Legal / Commercial (where required) on customer onboarding and risk management.
Maintain accurate contract records and audit readiness.

KEY ACCOUNTABILITY 6: REPORTING & INSIGHTS

Together with the Senior Manager, Wholesale and Group Sales Operations Manager, develop and implement standardised wholesale reporting frameworks across all brands.
Provide territory-level insights covering order book, conversion, risks, opportunities and sell-through.
Identify underperformance and growth opportunities at territory, brand and account level; recommend corrective actions.
Provide weekly and monthly performance reviews and insight packs to senior stakeholders.
Use data and root cause analysis to drive continuous improvement in territory performance.

KEY ACCOUNTABILITY 7: TEAM LEADERSHIP & CAPABILITY

Build and lead a high-performance Field Account team and external agent network, ensuring clear roles, goals and development plans.
Drive a culture of accountability, data-driven decision making and execution excellence in the field.
Set a regular store visit and field engagement cadence with the team to coach in-field, recognise performance and resolve issues.
Develop succession pipelines across the wholesale function in partnership with HR.
Manage the talent and recruitment process to ensure the team is well staffed; strive to meet equity targets.

KEY LEADERSHIP & INTERPERSONAL COMPETENCIES (Behaviours that enhance the desired culture, values and the pursuit of the core purpose of the business)

VALUES:

Ø We believe in the power of brands and growing brands responsibly.

Ø We believe in developing and building our teams for the benefit of all stakeholders.

Ø We believe in continuous investment into our people and our business platforms.

Ø We care deeply about our environment and our people.

LEADERSHIP & RELATIONSHIP BEHAVIOURS

Ø Strategic Communication: Clearly communicates goals, territory strategies and updates to the team, agents, customers and internal stakeholders.

Ø Customer-Centric Leadership: Builds and maintains strong relationships with field customers and agents, acting as a trusted partner.

Ø Collaboration: Works effectively with cross-functional teams (Brand, Buying & Planning, Supply Chain, Finance, Marketing) to ensure alignment on plans and execution.

Ø Strong Leadership: Effectively motivates, drives and supports a geographically dispersed team and agent network to meet brand and Group goals.

Ø Influence & Negotiation: Influences stakeholders and negotiates effectively to achieve profitable outcomes with field customers.

Ø Process Thinking: Strong understanding of how field sales connects with sales operations, planning and finance to deliver revenue.

Ø Decision Making & Accountability: Makes informed, timely decisions based on data and territory insight; takes responsibility for team and territory performance.

Ø Conflict Resolution: Addresses conflicts or disagreements constructively and promptly within the team, with agents or with customers.

Ø Mentorship & Development: Provides coaching and field-based development opportunities to Account Managers and agents to enhance their skills and grow careers.

Ø Stakeholder Management: Builds and maintains strong relationships with internal stakeholders, retailers and brand principals.

Ø Adaptability: Adjusts to regional market nuances, changing customer needs and trading conditions across territories.

Ø Integrity & Accountability: Leads with honesty, takes responsibility for outcomes and upholds ethical standards in all customer and agent engagements.

TECHNICAL AND FUNCTIONAL COMPETENCIES Specific technical, functional and professional skills, knowledge, abilities, attributes and aptitudes that are required to do this particular job relative to the delivery of the Main Purpose and Key Accountabilities.

Ø Territory & Route-to-Market Strategy: Develops and implements territory coverage models, segmentation and route-to-market plans across multi-brand portfolios.

Ø Sales Planning & Forecasting: Strong skills in prebook capture, territory forecasting, order book conversion and sell-in / sell-through tracking.

Ø Field Sales Execution: Knowledge of call cycle frameworks, coverage standards and field force productivity in a multi-brand environment.

Ø Agent Management: Manages external agent networks on performance, commission structures, territory alignment and accountability.

Ø Negotiation & Commercial Terms: Negotiates commercial terms, pricing, distribution and trading conditions with independent retailers.

Ø Retail Execution Standards: Understands in-store execution principles (assortment, VM, on-shelf availability) at field accounts.

Ø CRM & Field Force Automation: Proficient in CRM systems, field force automation tools, B2B portals and sales analytics platforms.

Ø Sales Analytics & Reporting: Interprets sales, sell-through and order book data to drive territory decisions and team performance reviews.

Ø Market & Competitor Analysis: Analyses regional trends, customer behaviour, competitor activity and channel dynamics.

Ø Customer Relationship Management: Builds and maintains strong relationships with independent retailers and regional chains.

Ø Trade Marketing Support: Knowledge of trade marketing principles, in-store activation, VM and partner-led campaigns.

Ø Supply Chain & Order Fulfilment Coordination: Understands inventory, order management and logistics for wholesale customers; partners with Sales Ops on OTIF.

Ø Contract & Compliance Management: Understanding of trading agreements, distribution rights, credit management, POPIA and consumer protection.

Ø Team Management & Development: Leads, coaches and develops a geographically dispersed Account Manager and agent team.

KEY RELATIONSHIPS & STAKEHOLDERS

The key internal and external stakeholders that this role engages with to deliver the Main Purpose and Key Accountabilities.

Internal - Executive / Functional	§ Head of Commercial. § Senior Manager: Wholesale (Line Manager). § Brand Managers and Head of Brand. § Buying & Planning teams. § Group Sales Operations Manager and Sales Operations Managers. § Sales Manager, Key Accounts. § Senior Manager, Retail and Senior Manager, E-Commerce on omni-channel and pricing alignment. § Marketing, Supply Chain / Warehouse, IT / Digital Technology, Finance, Customer Service, HR.
Internal - Operational	§ Account Managers (direct reports). § Sales Operations team supporting the order-to-cash process. § HR Business Partners.
External - Brand Partners	§ Brand principals / global brand teams on commercial standards, distribution and field channel performance.
External - Customers, Partners & Suppliers	§ Independent retailers, regional chains and smaller wholesale partners across all territories. § External sales agents and agent agencies. § Trade marketing, fixture and merchandising suppliers; logistics partners supporting wholesale fulfilment.

MINIMUM REQUIREMENTS

The minimum education and experience requirements that are required to be considered for this role.

Education	§ Bachelor's degree in Commerce, Business Management, Marketing or related field (essential). § Postgraduate qualification in Commerce / Business / MBA (advantageous).
Experience	§ 5–7 years' experience in wholesale field sales, territory management or commercial sales roles, with at least 3 years in a leadership role. § Experience in a multi-brand retail, branded distribution or FMCG environment (preferable). § Proven track record of owning and delivering wholesale revenue and margin targets across an independent or field channel. § Experience managing Account Managers and / or external sales agents across geographically dispersed territories. § Experience working with international brand principals and adhering to global brand and distribution guidelines (desirable).
Industry Knowledge	§ Strong understanding of the South African regional retail and wholesale landscape, including independents, regional chains and smaller wholesale partners. § Familiarity with sporting goods, footwear, apparel, accessories or fashion ecosystems.
Specific Expertise	§ P&L ownership for wholesale field channels at scale. § Track record of expanding distribution and driving revenue growth through field sales and agent networks. § Proven success in building and leading high-performing Field Account Manager and agent teams.

About the Company

Ares Holdings

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Sales Manager - Field Accounts

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About the Company

Ares Holdings

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