Ditshego Mamaila
Germiston
Summary
- Ditshego Mamaila is an accomplished, high-energy Sales and Marketing Professional with over 22 years’ experience in FMCG (Alcoholic & Non-Alcoholic Beverages). I have extensive business development experience with operational exposure in various geographic locations country wide. I am adaptive and versatile, able to work in various industries and develop bespoke positioning and marketing initiatives. Experience in managing aspects in sales operations including systems, processes, and people. I have extensive experience in:
- Brand Building & Promotions.
- Key Account Management.
- Strategic Marketing, Sales, and Product Positioning. My Professional Career is underpinned by a National Diploma (NQF6) in Marketing Management and business certificates in Negotiation Skills, Sales Management Leadership Programme, Finance for Non-Financial Managers, all through the SAB Training Institute. I have a passion for achieving results and my commitment to the brands and organizations I represent is evident in all I do. I possess superb networking, Problem solving, and assisting my clients to increase revenue is what sets me apart from my peers. My goal is to full fill a Management position within a Sales Environment, and I believe with my high-level client centricity, focus on revenue growth and client retention that I would be an asset to any organization.
Skilled Area Sales Manager with desire to lead teams toward achieving revenue goals. Focused on keeping up-to-date and informed on competitors and specific needs of assigned sales territory.
Overview
24
24
years of professional experience
Work History
Area Sales Manager
The Beverage Company
02.2023 - Current
- Driving growth in sales and the achievement of sales targets for my region
- Ensuring accurate Sales Order Creation
- Contributing to accurate and timely sales order management
- Building and maintain strong relationships with sales partners and key buyers
- Monitoring and providing feedback on adherence of sales calling cycles to agreed service levels
- Optimizing the customer experience by ensuring requests, inquiries, returns & complaints are timeously and effectively handled
- Interpreting Sales and Customer Analytics and Provide Sales and Customer Insights.
- General Business, Financial and People Management
- Driving continuous improvement through streamlining and optimizing relevant operational practices, processes, and systems
- Managing cost drivers and take the necessary action to mitigate financial risk and address variances and discrepancies
- Ensuring adherence to operational and financial frameworks of practices, processes, standards, and controls
- Ensuring that the right people capacity is in place and manage employee performance through effective and goal directed people leadership
- Led regional sales initiatives by analyzing market trends, resulting in increased market share.
- Developed and implemented strategic sales plans, enhancing team performance and productivity.
- Mentored junior sales staff, fostering skills development and improving overall team efficiency.
- Collaborated with marketing teams to launch promotional campaigns, driving customer engagement and sales.
Country Manager South Africa
Sovereign Brands, USA
01.2017 - 03.2022
- Overseeing and developing the sales of Luc Belaire Sparkling wine and Bumbu Rum in SA.
- Determining weekly and monthly sales, activity and referral/cross sell targets for sales reps based on the local market opportunity and size of the customer base.
- Review recommendations from field sales representatives for new prospects and decide whether to include them in the calling programme.
- Developing and continually evaluating Quarterly Sales Plans aiming for increased volume and market share growth
- Visiting current and potential accounts - Bars, Restaurants, Hotels, and Nightclubs to get new listings.
- Communicating and managing the local distributors to ensure effective sales and that local marketing practices for the brands are implemented.
- Spending significant amounts of time in nightlife-type accounts in the evenings to drive sales and build relationships.
- Manage relationships with key buyers of retail chains like Makro, Spar Tops, Ultra Liquor Wholesalers and Norman Goodfellas
- Working closely with PR & Marketing team to effectively market and build exposure for our brands. Developing and delivering in-store activation plans through a comprehensive understanding of customer in-store media vehicles and their relative effectiveness and ROI.
- Supervise the daily and weekly activities of the distributor field sales team. Field Sales Reps are expected to be on the road to retail outlets around 90% of their time so supervision is in the form of reviewing feedback and reports and mostly telephonic contact.
- Identify the need for sales, product, or soft skills training in the team. Contact with Human Resources to deliver the training.
- Act as a sales coach for team members requiring some support on network building, marketing, or sales closure techniques.
- Provide weekly performance feedback to sales team members and conduct formal performance appraisals twice a year.
- Work with Human Resources to recruit, select, pay, and develop the team.
Sales Manager
South African Breweries, Johannesburg
04.2009 - 12.2016
- Managing a team of 6 reps and 4 Merchandisers looking after a base of 600 within on & off premise environment
- Developing and continually evaluating Quarterly Sales Plans aiming for increased volume and market share growth
- Interpreting Regional marketing and channel plans to develop sales plans for each geographical area we are servicing.
- Ensuring alignment of all sales team in trade executions to sales related activities as per the Regional & National On-Premise channel plans
- Conducting a sales territory market potential study to identify opportunities for volume, market share growth and develop plans to take advantage of identified opportunities.
- Quarterly review of resourcing model to manage time and territory opportunities.
- Building relationships with new customers after taking on
- Manage the customer database and ensure accuracy regarding customer segmentation and tier.
- Developing below the Line (BTL) plans for implementation by the sales team.
- Developing Ad Hoc district promotions in line with brand and volume opportunities identified.
- Developing pricing plans for execution in geographical areas and manage the sales team in line with targeted RSP’s
- Monitoring competitor activities and initiatives in line with channel guidelines
- Manage KPI’s required for the achievement of the sales plan.
- Developing and monitoring efficient implementation of fridge and draught placement plans.
- Ensure that all Availability, Merchandising, Promotions, Pricing and Space related activities are carried out to plan.
- Managing Pack ‘n Stack (3RD Party merchandising company)
- Managing the sales team budget and ensuring its efficient implementation.
- Sales Team In trade coaching and Development
- Drive the acquisition of new retailers by coaching the field sales reps on retailer selection criteria, sales techniques and regulations and ethical considerations related to all products.
- Obtaining performance reports on all the retailers in the province on a weekly and monthly basis
- Analyze the reports to determine where there may be more support required and incorporate into the calling programmes
- Identify the reasons for retailer performance that is below expectations or forecasts and involve the field sales reps if needed. Work on detailed plans to improve retailer performance.
- Identify barriers that could be hampering sales team performance and make recommendations to the Sales Development Manager on how these could be resolved.
- Provide feedback to team members on where the documents need improvement. Note continuous poor quality for performance management purposes.
- Support the field sales reps in their efforts to improve retailer performance. Personally visit retail outlets that are subject to performance improvement processes and contribute to the training of the retailer’s team.
Sales Team Leader
South African Breweries, Johannesburg
03.2008 - 04.2009
- Manage in trade activities required for the achievement of sales volume and market share targets.
- Achieve the retail pricing targets per the segment recommended price point.
- Develop sound business and customer relationships.
- Manage the rep call rate as per SAB tailored service package. Handle Customer and Consumer complaints and queries Manage sales administration and reports as required.
- Manage all pre-call planning activities as required by the sales reps.
- Manage merchandising and asset placements in trade to the required tailored service packages.
- Mentoring and coaching the sales representatives in the sales team
- Lead a team of Sales Representatives in accordance with Integrated Management Processes
- Drive the listings of strategic brands in dedicated key account chains.
- Develop new sales channels and improve company performance in existing sales channels.
- Manage the Marketing budgets within Key Wholesaler groups with significant focus on trade investment and gross to net.
- Drive cross divisional networks ensuring all key stake holders (internal and external) are engaged in the Key account plans.
- Develop and implement long term sustainable service agreements with Key Wholesalers which focus output on market share gains.
- Drive performance with integrity in line with the company code of conduct.
- Achievement of Primary Sales Number (Commercial Sales Budget).
Sales Rep
South African Breweries, Johannesburg
10.2004 - 02.2008
- Selling In & Executing Group Accounts sales plans
- Managing Space in Group Accounts (Gravity Feed, Ambient & Walk In coolers)
- Resourcing for Sales Execution
- Measuring Sales Performance
- Implementing National & Regional promotions
- Planning and Implementing Ad hoc Promotions
- Monitoring Competitors Activities
- Managing Distribution of Marketing Material
- Assisting in Organizing and Managing Events
- Carrying out Customers Surveys
- Managing key brands and packs in Outlets (Availability)
Sales Rep
Wetrok, Gauteng
06.2003 - 09.2004
- Executing sales plans
- Prospecting for new business as well as renewing existing contracts with cleaning contractors.
- Representing the company at exhibitions, conferences, and trade shows.
- Administration and data input duties to ensure that all records are kept up to date and accurate.
- Doing demos on Wetrok products at customer sites
- Conducting customer training on machine operation
- Planning for sales executions
- Promote sales of Wetrok Product portfolio including new machines.
- Exceed the sales revenue targets for the West Rand.
- Liaise with clients regarding new machines and cleaning products.
- Prepare quotes and negotiating trade price deals.
Graduate Trainee
Volkswagen South Africa, Port Elizabeth
02.2002 - 06.2003
- Compiling Pre-owned Sales reports
- Processing Pre-owned finance claims.
- Monthly analysis of dealer stock
- Updating monthly dealer KPI’s
- Product Planning
- Research and competitor analysis.
- Spent 3 months in manufacturing.
- Representing the company at exhibitions, conferences, and trade shows.
- Evaluating and implementing marketing campaigns
- Assisting in Organizing events, exhibitions, and trade shows
Education
Certificate - Sales Management Leadership Program
SAB Training Institute
Gauteng08-2009
National Diploma - Sales & Marketing
Tshwane University of Technology
Pretoria12-2002
Executive Sales Leadership Program - Sales
Estudy
Johannesburg, South Africa 04.2001 -
Skills
Problem Solving Experienced
Coaching and Mentoring Experienced
Reliable and Dependable Experienced
A high networking capability Experienced
Strong decision-making abilities Experienced
Analytical thinker with skills in data analysis Experienced
Sales growth strategy
Sales order management
Customer relationship management
Sales analytics interpretation
Sales team leadership
Market trend analysis
Promotional campaign collaboration
Key account management
Market and competitive analysis
Sales statistics analysis
Profitability assessments
Accomplishments
- Won Silver awards 4 times for outstanding performance in the field of sales at the SAB Sales & Marketing conference (2006, 2008, 2012 & 2013)
- Most Improved Sales Team in F11 Q1 Sales, Sales Team of the quarter F11 Q3
- Sales Team of the quarter F13 Q1
- Sales Team of the quarter F14 Q1
- Sales Team of the quarter F14 Q4
- Awarded Employee of the quarter accolade in F11 Q4
- Nomination and winner of SAB Chairman’s Award for outstanding district performance Finished 1st on Regional KPI scorecard in F14 (Year End March 2014)
Interests
Soccer, Hiking, Reading, and Travelling
Timeline
Area Sales Manager
The Beverage Company
02.2023 - Current
Country Manager South Africa
Sovereign Brands, USA
01.2017 - 03.2022
Sales Manager
South African Breweries, Johannesburg
04.2009 - 12.2016
Sales Team Leader
South African Breweries, Johannesburg
03.2008 - 04.2009
Sales Rep
South African Breweries, Johannesburg
10.2004 - 02.2008
Sales Rep
Wetrok, Gauteng
06.2003 - 09.2004
Graduate Trainee
Volkswagen South Africa, Port Elizabeth
02.2002 - 06.2003
Executive Sales Leadership Program - Sales
Estudy
04.2001 -
National Diploma - Sales & Marketing
Tshwane University of Technology
Certificate - Sales Management Leadership Program
SAB Training Institute