[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"job-ares-holdings-sales-manager-field-accounts-18zSGT":3},{"id":4,"title":5,"departement":6,"description":7,"createdAt":8,"updatedAt":9,"publishedAt":10,"closedAt":11,"company":12,"domains":24,"status":28,"slug":29,"uniqueCode":30,"ogImage":31,"questionnaire":6,"displayScoreForJobseeker":32,"workModel":6,"jobTypes":33,"experiencesLevels":6,"hardFilters":35,"minSalary":6,"maxSalary":6,"address":39,"currency":42,"isExternal":32,"externalLink":43,"externalPlatform":44},"6a3cb2b7ac7d28f8078a825d","Sales Manager - Field Accounts",null,"\u003Ctable>\u003Ctbody>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Job title\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>Sales Manager, Field Accounts (All Brands)\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Department\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>Commercial, Wholesale\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Reporting to\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>Senior Manager, Wholesale\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Direct reports\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>5 x Account Managers (Independent Retailers); external sales agents\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Key customers\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>Independent retailers, regional chains, smaller wholesale partners; Brand teams, Buying & Planning, Marketing, Supply Chain, IT, Customer Service, Finance, Group Sales Operations Manager.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Location\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>Based at the Head Office in Cape Town, with extensive national travel required to engage field accounts and agents across regions.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Main purpose\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>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.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Scope\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>\u003Cstrong>:\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>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.\u003C/p>\u003C/td>\u003C/tr>\u003C/tbody>\u003C/table>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 1: FIELD STRATEGY & PERFORMANCE\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Own the wholesale budget and ongoing forecasting for field accounts: revenue, margin, growth targets and door expansion plans (net of returns and rebates).\u003C/li>\u003Cli>Develop and execute the independent and field channel strategy across all brands, including territory coverage models, route-to-market plans and channel segmentation.\u003C/li>\u003Cli>Drive distribution growth and new account acquisition across regions, ensuring optimal coverage of independent retailers, regional chains and smaller wholesale partners.\u003C/li>\u003Cli>Provide territory-level forecasting inputs into demand planning and the Group order book roll-up.\u003C/li>\u003Cli>Manage prebook capture, order book build and order conversion across the field account base.\u003C/li>\u003Cli>Identify and convert ATS (available-to-sell) opportunities across the order book.\u003C/li>\u003Cli>Define field coverage standards, frequency and priorities by territory and brand.\u003C/li>\u003Cli>Conduct seasonal and annual priority account reviews; refresh territory plans on agreed cadence.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 2: SALES EXECUTION, CALL CYCLE & AGENT MANAGEMENT\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Oversee the Field Account team and external sales agents, ensuring optimal regional coverage and account engagement.\u003C/li>\u003Cli>Own and manage the call cycle framework and adherence across territories.\u003C/li>\u003Cli>Define call frequency, coverage and priorities by territory and account tier.\u003C/li>\u003Cli>Regularly review call cycle reporting and territory performance to identify gaps and opportunities.\u003C/li>\u003Cli>Manage external sales agents on performance, targets, territory alignment and commission structure (with Commercial / Finance).\u003C/li>\u003Cli>Drive sell-in aligned to targets through prebooks, ATS and in-season replenishment.\u003C/li>\u003Cli>Ensure strong and consistent in-store execution at field accounts.\u003C/li>\u003Cli>Oversee priority account plans (development and execution) within each territory.\u003C/li>\u003Cli>Conduct seasonal and annual priority account reviews.\u003C/li>\u003Cli>Drive upselling, range expansion and partnership growth strategies with retailers.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 3: CUSTOMER & TERRITORY MANAGEMENT\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Build strong relationships with independent retailers, regional chains and smaller wholesale partners across territories.\u003C/li>\u003Cli>Drive repeat business and consistent brand presence across the field account base.\u003C/li>\u003Cli>Conduct regular store visits and competitor / market analysis to identify trends and opportunities.\u003C/li>\u003Cli>Identify new business opportunities and white-space distribution gaps within each territory.\u003C/li>\u003Cli>Represent ARES brands at regional retailer events, trade shows and industry forums.\u003C/li>\u003Cli>Build and maintain a customer / agent intelligence base to inform commercial strategy.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 4: COMMERCIAL EXECUTION & ALIGNMENT\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Partner with the Group Sales Operations Manager on order processes, fulfilment, pricing accuracy and order deadline adherence for field accounts.\u003C/li>\u003Cli>Ensure trade terms, conditional discounts and rebates are correctly executed and adhered to.\u003C/li>\u003Cli>Lead seasonal sell-in meetings and seasonal presentations to priority field accounts, with Brand teams' support.\u003C/li>\u003Cli>Drive commercial negotiations on assortment, pricing, distribution and trading terms within field channel guidelines.\u003C/li>\u003Cli>Co-ordinate sample ordering, delivery and in-store display in line with brand and seasonal calendars.\u003C/li>\u003Cli>Co-create focused trade marketing plans per region and per campaign with Brand and Marketing.\u003C/li>\u003Cli>Ensure VAS requirements and returns processes are clearly communicated to customers and supported through warehouse and operations.\u003Cbr />\u003C/li>\u003Cli>Communicate ATS opportunities to customers, agents and stakeholders.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 5: DEBTORS & CONTRACT MANAGEMENT\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Monitor field account debtor balances and credit risk in partnership with Finance.\u003C/li>\u003Cli>Align Account Managers and agents to credit discipline and collection priorities.\u003C/li>\u003Cli>Manage order book vs debtor risk; engage customers proactively on overdue balances and outstanding reconciliations.\u003C/li>\u003Cli>Ensure all field accounts have signed, valid and up-to-date contracts and ARES-signed supplier documentation per brand.\u003C/li>\u003Cli>Ensure correct legal and compliance documentation is in place for each customer.\u003C/li>\u003Cli>Ensure all commercial terms are aligned and adhered to (pricing, discounts, rebates, payment terms, returns, markdowns).\u003C/li>\u003Cli>Validate that no trading occurs outside agreed terms; any deviations are formally approved.\u003C/li>\u003Cli>Partner with Finance (credit terms) and Legal / Commercial (where required) on customer onboarding and risk management.\u003C/li>\u003Cli>Maintain accurate contract records and audit readiness.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 6: REPORTING & INSIGHTS\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Together with the Senior Manager, Wholesale and Group Sales Operations Manager, develop and implement standardised wholesale reporting frameworks across all brands.\u003C/li>\u003Cli>Provide territory-level insights covering order book, conversion, risks, opportunities and sell-through.\u003C/li>\u003Cli>Identify underperformance and growth opportunities at territory, brand and account level; recommend corrective actions.\u003C/li>\u003Cli>Provide weekly and monthly performance reviews and insight packs to senior stakeholders.\u003C/li>\u003Cli>Use data and root cause analysis to drive continuous improvement in territory performance.\u003C/li>\u003C/ul>\u003Cp>\u003Cstrong>KEY ACCOUNTABILITY 7: TEAM LEADERSHIP & CAPABILITY\u003C/strong>\u003C/p>\u003Cul>\u003Cli>Build and lead a high-performance Field Account team and external agent network, ensuring clear roles, goals and development plans.\u003C/li>\u003Cli>Drive a culture of accountability, decision making and execution excellence in the field.\u003C/li>\u003Cli>Set a regular store visit and field engagement cadence with the team to coach in-field, recognise performance and resolve issues.\u003C/li>\u003Cli>Develop succession pipelines across the wholesale function in partnership with HR.\u003C/li>\u003Cli>Manage the talent and recruitment process to ensure the team is well staffed; strive to meet equity targets.\u003Cbr />\u003C/li>\u003C/ul>\u003Cbr />\u003Ctable>\u003Ctbody>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>KEY LEADERSHIP & INTERPERSONAL COMPETENCIES \u003C/strong>\u003Cem>(Behaviours that enhance the desired culture, values and the pursuit of the core purpose of the business)\u003C/em>\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>VALUES:\u003C/strong>\u003C/p>\u003Cp>Ø We believe in the power of brands and growing brands responsibly.\u003C/p>\u003Cp>Ø We believe in developing and building our teams for the benefit of all stakeholders.\u003C/p>\u003Cp>Ø We believe in continuous investment into our people and our business platforms.\u003C/p>\u003Cp>Ø We care deeply about our environment and our people.\u003C/p>\u003Cp>\u003Cstrong>LEADERSHIP & RELATIONSHIP BEHAVIOURS\u003C/strong>\u003C/p>\u003Cp>Ø \u003Cstrong>Strategic Communication:\u003C/strong> Clearly communicates goals, territory strategies and updates to the team, agents, customers and internal stakeholders.\u003C/p>\u003Cp>Ø \u003Cstrong>Customer-Centric Leadership:\u003C/strong> Builds and maintains strong relationships with field customers and agents, acting as a trusted partner.\u003C/p>\u003Cp>Ø \u003Cstrong>Collaboration:\u003C/strong> Works effectively with cross-functional teams (Brand, Buying & Planning, Supply Chain, Finance, Marketing) to ensure alignment on plans and execution.\u003C/p>\u003Cp>Ø \u003Cstrong>Strong Leadership:\u003C/strong> Effectively motivates, drives and supports a geographically dispersed team and agent network to meet brand and Group goals.\u003C/p>\u003Cp>Ø \u003Cstrong>Influence & Negotiation:\u003C/strong> Influences stakeholders and negotiates effectively to achieve profitable outcomes with field customers.\u003C/p>\u003Cp>Ø \u003Cstrong>Process Thinking:\u003C/strong> Strong understanding of how field sales connects with sales operations, planning and finance to deliver revenue.\u003C/p>\u003Cp>Ø \u003Cstrong>Decision Making & Accountability:\u003C/strong> Makes informed, timely decisions based on data and territory insight; takes responsibility for team and territory performance.\u003C/p>\u003Cp>Ø \u003Cstrong>Conflict Resolution:\u003C/strong> Addresses conflicts or disagreements constructively and promptly within the team, with agents or with customers.\u003C/p>\u003Cp>Ø \u003Cstrong>Mentorship & Development:\u003C/strong> Provides coaching and field-based development opportunities to Account Managers and agents to enhance their skills and grow careers.\u003C/p>\u003Cp>Ø \u003Cstrong>Stakeholder Management:\u003C/strong> Builds and maintains strong relationships with internal stakeholders, retailers and brand principals.\u003C/p>\u003Cp>Ø \u003Cstrong>Adaptability:\u003C/strong> Adjusts to regional market nuances, changing customer needs and trading conditions across territories.\u003C/p>\u003Cp>Ø \u003Cstrong>Integrity & Accountability:\u003C/strong> Leads with honesty, takes responsibility for outcomes and upholds ethical standards in all customer and agent engagements.\u003C/p>\u003C/td>\u003C/tr>\u003C/tbody>\u003C/table>\u003Cbr />\u003Ctable>\u003Ctbody>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>TECHNICAL AND FUNCTIONAL COMPETENCIES \u003C/strong>\u003Cem>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.\u003C/em>\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>Ø \u003Cstrong>Territory & Route-to-Market Strategy:\u003C/strong> Develops and implements territory coverage models, segmentation and route-to-market plans across multi-brand portfolios.\u003C/p>\u003Cp>Ø \u003Cstrong>Sales Planning & Forecasting:\u003C/strong> Strong skills in prebook capture, territory forecasting, order book conversion and sell-in / sell-through tracking.\u003C/p>\u003Cp>Ø \u003Cstrong>Field Sales Execution:\u003C/strong> Knowledge of call cycle frameworks, coverage standards and field force productivity in a multi-brand environment.\u003C/p>\u003Cp>Ø \u003Cstrong>Agent Management:\u003C/strong> Manages external agent networks on performance, commission structures, territory alignment and accountability.\u003C/p>\u003Cp>Ø \u003Cstrong>Negotiation & Commercial Terms:\u003C/strong> Negotiates commercial terms, pricing, distribution and trading conditions with independent retailers.\u003C/p>\u003Cp>Ø \u003Cstrong>Retail Execution Standards:\u003C/strong> Understands in-store execution principles (assortment, VM, on-shelf availability) at field accounts.\u003C/p>\u003Cp>Ø \u003Cstrong>CRM & Field Force Automation:\u003C/strong> Proficient in CRM systems, field force automation tools, B2B portals and sales analytics platforms.\u003C/p>\u003Cp>Ø \u003Cstrong>Sales Analytics & Reporting:\u003C/strong> Interprets sales, sell-through and order book data to drive territory decisions and team performance reviews.\u003C/p>\u003Cp>Ø \u003Cstrong>Market & Competitor Analysis:\u003C/strong> Analyses regional trends, customer behaviour, competitor activity and channel dynamics.\u003C/p>\u003Cp>Ø \u003Cstrong>Customer Relationship Management:\u003C/strong> Builds and maintains strong relationships with independent retailers and regional chains.\u003C/p>\u003Cp>Ø \u003Cstrong>Trade Marketing Support:\u003C/strong> Knowledge of trade marketing principles, in-store activation, VM and partner-led campaigns.\u003C/p>\u003Cp>Ø \u003Cstrong>Supply Chain & Order Fulfilment Coordination:\u003C/strong> Understands inventory, order management and logistics for wholesale customers; partners with Sales Ops on OTIF.\u003C/p>\u003Cp>Ø \u003Cstrong>Contract & Compliance Management:\u003C/strong> Understanding of trading agreements, distribution rights, credit management, POPIA and consumer protection.\u003C/p>\u003Cp>Ø \u003Cstrong>Team Management & Development:\u003C/strong> Leads, coaches and develops a geographically dispersed Account Manager and agent team.\u003C/p>\u003C/td>\u003C/tr>\u003C/tbody>\u003C/table>\u003Cbr />\u003Cp>\u003Cstrong>KEY RELATIONSHIPS & STAKEHOLDERS\u003C/strong>\u003C/p>\u003Cp>\u003Cem>The key internal and external stakeholders that this role engages with to deliver the Main Purpose and Key Accountabilities.\u003C/em>\u003C/p>\u003Ctable>\u003Ctbody>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Internal - Executive / Functional\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Head of Commercial.\u003C/p>\u003Cp>§ Senior Manager: Wholesale (Line Manager).\u003C/p>\u003Cp>§ Brand Managers and Head of Brand.\u003C/p>\u003Cp>§ Buying & Planning teams.\u003C/p>\u003Cp>§ Group Sales Operations Manager and Sales Operations Managers.\u003C/p>\u003Cp>§ Sales Manager, Key Accounts.\u003C/p>\u003Cp>§ Senior Manager, Retail and Senior Manager, E-Commerce on omni-channel and pricing alignment.\u003C/p>\u003Cp>§ Marketing, Supply Chain / Warehouse, IT / Digital Technology, Finance, Customer Service, HR.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Internal - Operational\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Account Managers (direct reports).\u003C/p>\u003Cp>§ Sales Operations team supporting the order-to-cash process.\u003C/p>\u003Cp>§ HR Business Partners.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>External - Brand Partners\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Brand principals / global brand teams on commercial standards, distribution and field channel performance.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>External - Customers, Partners & Suppliers\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Independent retailers, regional chains and smaller wholesale partners across all territories.\u003C/p>\u003Cp>§ External sales agents and agent agencies.\u003C/p>\u003Cp>§ Trade marketing, fixture and merchandising suppliers; logistics partners supporting wholesale fulfilment.\u003C/p>\u003C/td>\u003C/tr>\u003C/tbody>\u003C/table>\u003Cbr />\u003Cp>\u003Cstrong>MINIMUM REQUIREMENTS\u003C/strong>\u003C/p>\u003Cp>\u003Cem>The minimum education and experience requirements that are required to be considered for this role.\u003C/em>\u003C/p>\u003Ctable>\u003Ctbody>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Education\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Bachelor's degree in Commerce, Business Management, Marketing or related field (essential).\u003C/p>\u003Cp>§ Postgraduate qualification in Commerce / Business / MBA (advantageous).\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Experience\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ 5–7 years' experience in wholesale field sales, territory management or commercial sales roles, with at least 3 years in a leadership role.\u003C/p>\u003Cp>§ Experience in a multi-brand retail, branded distribution or FMCG environment (preferable).\u003C/p>\u003Cp>§ Proven track record of owning and delivering wholesale revenue and margin targets across an independent or field channel.\u003C/p>\u003Cp>§ Experience managing Account Managers and / or external sales agents across geographically dispersed territories.\u003C/p>\u003Cp>§ Experience working with international brand principals and adhering to global brand and distribution guidelines (desirable).\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Industry Knowledge\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ Strong understanding of the South African regional retail and wholesale landscape, including independents, regional chains and smaller wholesale partners.\u003C/p>\u003Cp>§ Familiarity with sporting goods, footwear, apparel, accessories or fashion ecosystems.\u003C/p>\u003C/td>\u003C/tr>\u003Ctr>\u003Ctd>\u003Cp>\u003Cstrong>Specific Expertise\u003C/strong>\u003C/p>\u003C/td>\u003Ctd>\u003Cp>§ P&L ownership for wholesale field channels at scale.\u003C/p>\u003Cp>§ Track record of expanding distribution and driving revenue growth through field sales and agent networks.\u003C/p>\u003Cp>§ Proven success in building and leading high-performing Field Account Manager and agent teams.\u003C/p>\u003C/td>\u003C/tr>\u003C/tbody>\u003C/table>\u003Cbr />","2026-06-25T04:46:47.585000","2026-06-25T04:46:48.632000","2026-06-25T04:46:48.345000","2026-07-05T04:46:48.345000",{"id":13,"name":14,"bio":6,"website":6,"email":6,"logoUrl":6,"webAccess":6,"country":15,"isDeleted":16,"isVerified":6,"createdAt":17,"credits":18,"phoneNumber":6,"billingType":19,"offerCount":20,"planUsage":21,"createdBy":6},"69e7ad023c32cad20b6d7a6d","Ares Holdings","ZA",false,"2026-04-21T16:59:46.963000",0,"credits",26,{"name":22,"limits":23,"limitsResetAt":6},"free",{"activeOffers":18,"talentPool":18,"storageMb":18,"candidateDetailsPerMonth":18,"matchesPerMonth":18,"assessmentsPerMonth":18,"cvDownloadLimit":18},[25],{"domainName":26,"strength":27},"Fashion",80,"published","ares-holdings-sales-manager-field-accounts-18zSGT","18zSGT","https://d3271xlc036mcy.cloudfront.net/og/Sales-Manager---Field-Accounts-18zSGT.png",true,[34],"full_time",{"countries":36,"educationLevels":6,"schools":6,"languages":6,"jobseekerTypes":37},[15],[38],"talent",{"street":6,"country":40,"countryCode":15,"postalCode":6,"city":41,"administrativeArea":6,"subAdministrativeArea":6,"locality":6,"subLocality":6,"geo":6},"South Africa","Cape Town","XOF","https://www.careers24.com/jobs/adverts/2369338-sales-manager-field-accounts-cape-town/?jobindex=4","Careers24"]