Gale Kinghorn

• Understanding the local real estate market, property values, market trends, and regulatory requirements.
• The ability to negotiate effectively with buyers, sellers, tenants, and other stakeholders to achieve favorable terms and deals.
• Strong sales skills, including the ability to identify client needs, present properties effectively, and close deals.
• Building and maintaining strong relationships with clients, ensuring satisfaction and repeat business.
• Clear, concise, and persuasive communication, both in writing and verbally, to deal with clients, colleagues, and other parties involved in transactions.
• Familiarity with real estate laws, contracts, and regulations, including compliance with property-related legislation.
• Ability to handle challenges that arise during transactions, such as issues with contracts, inspections, or financing.
• Proficiency in digital and traditional marketing techniques to advertise properties and attract potential buyers or tenants.
• Understanding of property valuation, financing options, investment analysis, and budgeting.
• The ability to prioritize tasks, manage multiple clients, and meet deadlines in a fast-paced environment.

• Analyzing key account sales performance and managing key
• Negotiating and managing trading terms and pricing with key customers
• Managing listings, promotions and increasing product basket in current and new accounts
• Managing key account performance including volumes, rebates, and budgets
• Implement company pricing policy through negotiations
• Maintain & control relevant pricing policy points to ensure a competitive position is maintained whilst realizing pre- determined brand profitability
• Monitor, report and forecasting of sales through demand planning
• Monthly performance reports
• Cost-saving initiatives
• Maintaining and utilize specified account KPI measures and business systems to confidently forecast sales volumes and pricing
• Identifies customer needs through regular status and strategy meetings with customers and develop offerings to meet these needs in conjunction with Marketing, Field Sales, New Product Development and Logistics.
• Key accounts managed – Pick ‘n Pay, Shoprite Checkers,

Massmart Group, Spar, Leroy Merlin- Adeo.

• Preparation of individual customers budgets and sales plans, to ensure the achievement of the region’s sales budget
• Management of National Accounts: Buco, Agrinet, Unitrade EST Africa, Shield and Spar Inland Distribution Centres
• Monthly and quarterly sales reviews with assigned National and Regional key accounts
• Managing outsourced sales and merchandising agents in the outlying country regions and neighboring African countries
• Growing and maintaining sales in regions under my control
• Nurturing relationships with customers across all levels to encourage sales and customer loyalty
• Calling on relevant Regional, Divisional and Store Managers at store level to enhance existing business and to create new business opportunities
• Managing representatives, field sales managers and merchandisers in my region in a professional and motivational manner
• Ensuring representatives are fully trained and up to date on product knowledge and safety training
• Keeping track of competitor activity
• Implementation the execution of the company’s Marketing

Plans

• Monthly reporting of KPI’s to the Sales and Marketing Manager
• Identify and communicate any risks to achieving target, recommending corrective action to overcome any shortfall
• Identify and action any opportunities for additional listings.
• Action agreed Deals / RSP / Activities as set by the Sales and Marketing Manager
• Manage and lead the sales staff to grow their sales area and to report any product information from the field.
• Planogram implementation

• Assigned Key Accounts to be managed within defined parameters, with the view to maximizing customer growth
• Work with staff to identify business opportunities and implement corrective actions where required
• Assist field staff with problems that require escalation e.g., delivery issues, shelf space, stock pressure.
• Action any required disciplinary or recruitment activity
• Review merchandiser daily report forms to monitor time compliance and act on identified store level issues
• Conduct sales meetings
• Negotiate, request, and implement agreed planograms
• Implement new store Trade Responsible Care training
• Understand and communicate sales targets to the merchandising team
• Maintaining a regular customer call route as per pre- determined route list
• Negotiation of deals at management level
• Handling all stock controls for customers
• Drive ad-hoc promotions to increase sales within parameters as set out by Regional Manager.
• Monitor sales daily with the use of Salesforce.com
• Minimize credit notes
• Plan and communicate sales targets to the field sales team
• Identify and communicate any risks to achieving target, recommending corrective action to overcome any shortfall

Accepted the Sales Representative position- commencing the start of my sales career and introduction to the FMCG industry