Sales Representative – Pretoria
Job Grade: 08
Location: Pretoria
Department: Commerce – Sales (On Trade)
Contract Type: Permanent
Reference Number: 148181
Closing Date: 30 November 2025
1. INTRODUCTION
Heineken Beverages South Africa seeks a driven, customer-focused and commercially minded Sales Representative to strengthen its presence in the On-Trade environment across the Pretoria region. This role is central to increasing brand visibility and driving the performance of Heineken’s diverse product portfolio—which includes Beer, Wine, Spirits, and Ready-To-Drink (RTD) categories—across bars, restaurants, hotels, entertainment venues, and other designated on-trade outlets.
The ideal candidate is a dynamic and self-motivated individual who thrives in fast-paced FMCG environments, demonstrates strong relationship-building skills, and consistently delivers sales results aligned with the company’s strategic objectives. The position requires strong field-sales capability, a passion for brand building, and the resilience to drive volume, visibility and profitability within a competitive market.
2. PURPOSE OF THE POSITION
The primary purpose of this position is to sell, promote, and activate Heineken’s brand portfolio across the assigned geographical area. The Sales Representative will develop and maintain successful customer partnerships, secure product availability, drive in-store activation initiatives, and execute pricing and promotional strategies that support volume growth and brand equity.
The role plays a vital part in ensuring long-term commercial success by using market insight, sales excellence, and brand advocacy to achieve sustainable and measurable business results.
3. KEY RESPONSIBILITIES
3.1 Driving Market Share and Sales Growth
- Develop and implement strategies that increase market penetration across designated on-trade channels.
- Achieve and exceed sales targets, revenue expectations, and product distribution goals.
- Maintain disciplined territory management, ensuring regular and effective customer visits in line with call-rate standards.
3.2 Brand Visibility, Availability and Execution
- Ensure Accessibility, Availability, Activation and Affordability (4As) guidelines are implemented across customer accounts.
- Execute brand-building initiatives, including product displays, point-of-sale setup, in-store activations, and promotional events.
- Monitor competitor activity and recommend tactical responses where necessary.
3.3 Commercial Negotiations and Pricing Compliance
- Drive pricing standards, recommended selling prices (RSP), and promotional agreements with all customers.
- Secure power-pack promotions and ensure compliance with trade terms.
- Deliver persuasive selling and negotiation that supports commercial objectives while maintaining mutually beneficial partnerships.
3.4 Customer Relationship Management
- Develop and maintain strong professional relationships with owners, managers, buyers, and decision-makers across the on-trade sector.
- Understand customer needs, business cycles, and consumer buying trends to offer relevant product solutions.
- Ensure service excellence through timeous follow-up, effective communication and problem resolution.
3.5 Sales Reporting and Market Intelligence
- Produce accurate daily/weekly reports, including customer call data, volume tracking, stock levels, route planning, and promotional activity feedback.
- Gather market intelligence to inform strategic decisions, including competitor pricing, new market opportunities, and consumer preferences.
3.6 Continuous Improvement and Personal Development
- Actively participate in sales training, product knowledge sessions, and ongoing capability development.
- Demonstrate Heineken Behaviours through teamwork, accountability, performance focus, and customer-centricity.
- Identify opportunities for business improvement and support the implementation of value-adding initiatives.
3.7 Weekend Work and Brand Events
- Support weekend promotions, brand activations, and national campaigns as required.
- Represent the Heineken brand professionally at all events, ensuring maximum visibility and customer engagement.
4. QUALIFICATIONS
- A relevant tertiary qualification (Diploma or Degree) in Sales, Marketing, Business Management, Commerce, or a related field.
5. EXPERIENCE
- 2–3 years of experience in FMCG sales or a related commercial environment, ideally within the on-trade or beverages sector.
- Strong track record of achieving sales targets and managing customer portfolios.
- Demonstrated understanding of sales drivers, trade execution, route-to-market structures, and competitive dynamics.
6. SKILLS, ATTRIBUTES & COMPETENCIES
Sales Competencies
- Persuasive selling and negotiation skills.
- Strong commercial and financial insight.
- Proficiency in sales process management, product knowledge application, and trade category execution.
- Ability to interpret sales data and apply insights to decision-making.
Professional & Personal Attributes
- Valid Code 08 driver’s license with at least 2 years driving experience (no endorsements).
- Strong communication skills—verbal, written and interpersonal.
- High level of professionalism, confidence and customer presence.
- Excellent organisation, planning and time-management abilities.
- Ability to work independently while contributing effectively to team goals.
- Comfortable working weekends and evenings during brand promotions or peak trading periods.
- Proficient in technology platforms used in sales (mobile apps, CRM systems, reporting tools).
- High resilience and ability to perform in a competitive, target-driven environment.
7. EMPLOYMENT EQUITY & COMPLIANCE
Heineken Beverages is committed to Employment Equity and supports a workplace culture that values diversity, inclusion, and equal opportunity. Applicants must be eligible to live and work in South Africa.
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