Transcript SELMARK KWA ZULU NATAL

SELMARK
KWA ZULU NATAL
GOOD 2 GREAT
IN
2011
“Winning Starts at the Beginning”
MISSION
Through the Process of Partnership
We will Grow Our Customers Sales Profitably
Meet their Individual Needs and
Exceed their Expectations
VISION STATEMENT
Ensure That We Are The Leaders In Our Industry
 To Attract, Develop, Empower and Retain Great People
 To Honour our Commitments to All Our Employees,
Principals and Customers
 To Be Passionate About Honesty
 To Have Passion, Pride and Commitment To Succeed
 To Continuously Transform In Our Ever Changing
Environment
 To Seek Solutions To Achieve Number One Status For Our
Principals
ORGANISATION STRUCTURE
MANAGEMENT & SALES
TEDDY REDDY
MANAGING MEMBER
NISHAL INDURJEETH
REGIONAL SALES
MANAGER
MICHELE
INDURJEETH
GRAHAM MOSSMAN
SALES SUPPORT
MANAGER
ADMIN /OFFICE
MANAGER
SASHNI BERNARD
ORDER/ADMIN
CLERK
B RAMSINGH
ADM
SOUTH COAST & EG
HEADCOUNT SUMMARY
Managing Member:
1
Regional Management:
2
Administration:
3
Area Development
Managers:
9
Merchandisers:
93
_______________________
TOTAL
108
LOGAN MAISTRY
ORDER/ADMIN
CLERK
P GOVENDER
ADM
R CHUTHRAJ
ADM
ANO
ADM
C GWALA
ADM
R REDDY
DURBAN &
SURROUND
DURBAN &
SURROUND
DURBAN &
SURROUND
SHOPRITE
SPECIALIST
ADM
B PILLAY
ADM
D PILLAY
ADM
S MOODLEY
ADM
PMB/HOWICK
ZULULAND
ZULULAND
NORTH NATAL
ORGANISATIONAL STRUCTURE
MERCHANDISING
NISHAL
INDURJEETH
SALES
MANAGER
DBN CENTRAL
9
DURBAN
SOUTH
9
UPPER
SOUTH COAST
5
LOWER
SOUTH COAST
5
EAST
GRIQUALAND
6
UPPER
HIGHWAY
9
ORGANISATIONAL STRUCTURE
MERCHANDISING
NISHAL
INDURJEETH
SALES
MANAGER
PMB / HOWICK
& MIDLANDS
9
NORTHERN
NATAL
17
DURBAN
NORTH
8
NORTH
COAST
9
ZULULAND
22
ROVING /
STAND IN
3
SERVICE METHODOLOGIES
SELMARK KZN SELLING
This is the core business of the Company on which all other services hinge. Our structure ensures
that we carry out the selling function to the highest possible levels of professionalism.
A. CHECKERS HYPERS / CHECKERS / SHOPRITE & U SAVE / PICK n PAY CORPORATE /
PICK N PAY HYPERMARKETS
These stores are serviced by Merchandisers who are responsible for the placing of orders as well
as merchandising the products. The merchandisers are controlled by Area Development Managers
who are in turn responsible for the overall condition of the store, i.e. stock levels, space
management, promotions, business reviews etc.
B. OK FOODS / SPAR / KWIKSPAR / SUPERSPAR / PICK N PAY FAMILY STORES
The franchise accounts are serviced by Area Development Managers who have been trained to
introduce new products, negotiate promotions, develop business building strategies, business
reviews etc. The Area Development Managers are backed up by merchandisers.
SERVICE METHODOLOGIES
KEY ACCOUNT MANAGEMENT
Key Accounts are handled by the Senior Management who manage and set directions for
accounts. These include strategic plans, range audits combined with listing opportunities and
new product launches.
TRADE MARKETING
This function is performed on a regular, structured basis by Senior Management / Regional
Management, either independently of the principals or preferably accompanying the principals.
The objectives are to initiate / follow up strategies, conduct business reviews, introduce new
products, review trading terms and promotional practices and where possible, to be proactive
in space management programs.
RESPONSIBILITIES AND STANDARDS OF THE AREA DEVELOPMENT MANAGER
These responsibilities and standards are contained in the Job Description which reads as follows:
JOB DESCRIPTION
TITLE:
Area Development Manager
REPORTS TO:
Regional Sales Manager
GEOGRAPHICAL TERRITORY:
As specified by the Regional Sales Manager
RESPONSIBILITIES AND STANDARDS OF THE AREA DEVELOPMENT MANAGER
KEY OBJECTIVES
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To contribute towards the profitability of the region and the Company as a whole.
To achieve predetermined monthly:
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Monetary sales objectives
Merchandising objectives / relay objectives.
Distribution objectives.
Cross merchandising objectives.
To ensure proper coverage of your territory in such a manner that you will build and maintain
strong, good relations between Customers and the Company.
To develop and maintain clear and effective lines of communication with your Manager / Business
Development Manager which will enable him to have a thorough knowledge and understanding
of your daily activities and all matters that could have an influence on the Sales Operation in your
territory.
Thank You