1. Person/Position Specification
Position Title Regional Manager
Remuneration Survey Code
Division/Branch Automotive
Functional Department Marketing & sales.
Position reporting to Divisional Manager - Automotive
Required Minimum Qualifications / Training
Min 3 year Business degree/diploma (e. g. BCom)
Required Minimum Work Experience
3-5 years experience in managing a small business unit with a strong emphasis on sales.
3-5 years experience in managing and leading a team.
3 years experience in managing a customer base (Key accounts -10 million p.a. per account).
Automotive industry experiences an advantage.
1-2 years Supply Chain Management experiences an advantage.
ROLE DEFINITION SIGNATURE DATE
Written by:
Accepted by Incumbent :
Accepted by Manager :
Accepted by Functional Head :
NO.
KEY AREA
PERFORMANCE OUTCOMES
COMPETENCIES REQUIRED
SKILLS ATTRIBUTES
1. 1. Financial
Management
Budget
• Draw up, present and ratify budgets with the
Regional/Divisional manager for board approval
•Manage profitability levels on a monthly basis against actual
targets
• Managing fixed and variable expenses (profit & loss statement)
• Financial/ Budgeting
knowledge.
• Pricing models
knowledge.
• Income statement/
balance sheet
• Objective.
• Empathetic.
• Ethical.
• Systematic.
• Honesty and integrity.

2. on a monthly basis
• Ensure that operational costs are curbed by unnecessary
expenses
• Address variances/corrections and provide suitable
explanations to the Divisional Manager at the monthly Review
meeting
• Oversee and control overall debtors as per standard trading
terms and conditions
Pricing
• Review pricing on an annual basis to ensure continued
profitability, and to maintain market share
knowledge.
• Computer
knowledge.
• Creativity.
• Commitment.
• Initiative.
• Persistence.
• Loyalty.
• Enthusiasm.
• Adaptability/
Flexibility.
• Analytical ability.
• Leadership Ability.
2. 2. Sales
Management
• Developing the multiple brands in accordance with the
Automotive Marketing Strategy(inclusive of Trade Marketing
and Consumer Marketing)
• Implement initiatives in accordance with Automotive Marketing
Strategy
• Managing market share
• Maintain and monitor market share on a monthly basis
• Grow market share to shareholder requirements
• Apply the Mercuri sales management tool to assist in planning
at SBO meetings on a monthly basis
•Managing sales activity.
•Monitor daily sales activity and apply the Mercuri sales
management framework in an attempt to develop new sales
and business and brick walling strategies for existing
customers
•Feedback on sales activity is done on a monthly basis at the
SBO meeting at Business Unit Level
•Monthly sales meetings with Business Reps to ensure targets
are being met.
• Selling techniques.
• Presentation skills.
• Technical
knowledge.
• Communication
skills.
• Negotiation skills.
• Market analysis
• Reporting Writing.
• Marketing
knowledge.

3. Customer Service
External
• Implement and manage Automotive customer service strategy
• Goodyear, Bridgestone/Firestone, Napa/Midas, Super Group,
Retail Agents, independent customers and any new potential
business channels)
• Manage, maintain and build client relationships with key
stakeholders
• Develop and roll out of Retail Agent and Channel Partner
strategy
• Regular joint customer visits with Business Reps to ensure
correct service levels, relationships are being met etc
• Guide business reps at business meetings with customer
query resolution
• Assist Business Rep with training of customers to ensure
customers are kept up to date with technical product changes
• Communication/Relationship building
Internal
• Build and sustain good customer service levels and business
relationships between key internal stakeholders e.g.
Automotive/Industrial/DC Power/Mining in support of business
objectives
• Build and sustain good customer service levels and business
relationships with the Central functions (Finance, HR,
Marketing, Commercial, SCM) in support of business
objectives
• Build working relationships with the warehouses/factory in line
with business objectives
Operations Management • Implement Automotive procedures(SWOT training)
review and conduct regular audits
• Oversee and manage the entire Supply Chain
Management process in collaboration with the Supply Chain
• Knowledge of policy
and procedures.
• Project management
knowledge.

4. Manager and Warehouse and Distribution Manager which
includes the warehouse/customer and entire reverse logistics
process across both Automotive and Industrial teams(where
applicable).
Stock Management
• Conduct monthly stock counts in collaboration with
the Warehouse and Distribution Manager
• Oversee the sufficient availability of stock to the
market
• Conduct monthly stock forecasting two months in
advance from management information provided(AS400)
• Action plan stock losses and provide feedback on the
investigation to the Supply Chain Manager/Management when
variances appear beyond the norm to minimize stock losses
Warehousing/Factory Security management
•Ensures that the Warehouse and Distribution Manager has
appropriate security measures in place
•
Occupational Health and Safety Act
•Oversees all health and safety regulations as per the
Act/Hazchem are adhered to and that minimum standards are
met at all times across all sites in collaboration with the
Warehouse and Distribution Manager
• Supply chain
knowledge.
• Stock management
knowledge.
• Knowledge of
company policies
and Acts.
People Management
•Manage, delegate control and coordinate activities in the following
areas so that learning and development is optimized and at the
same time business objectives are met.
Performance Management
•Setting, measuring and evaluating performance
•objectives for all reporting staff
• Listening Skills.
• Problem solving
skills.
• Conflict
management skills.
• Time management
• Motivational
knowledge/

5. •Ensure that the annual performance reviews are conducted
•Give input into annual salary increases for staff
•Ensure that all staff have a Personal Development Plan which
highlights training and developmental needs
•Poor performance management
Training and Development
 Ensure that appropriate training and development is identified
for staff and is in line with Personal Development Plans
 Identifying own developmental training needs for personal
growth and development
Industrial Relations
 Chairing of Disciplinary Enquiries and the issuing of
appropriate sanction
• Conduct investigations into suspected misconduct in
collaboration with the Human Resources Manager
• Ensure that all Policies and Procedures relating to the
management of people are complied with in terms of Company
requirements
• Ensure that all HR administrative issues, which have a line
accountability, are processed accordingly
• Building a team culture
• Empowerment
• Morale of staff
•
techniques.
• Decision making.
Management /
leadership.

6. •Ensure that the annual performance reviews are conducted
•Give input into annual salary increases for staff
•Ensure that all staff have a Personal Development Plan which
highlights training and developmental needs
•Poor performance management
Training and Development
 Ensure that appropriate training and development is identified
for staff and is in line with Personal Development Plans
 Identifying own developmental training needs for personal
growth and development
Industrial Relations
 Chairing of Disciplinary Enquiries and the issuing of
appropriate sanction
• Conduct investigations into suspected misconduct in
collaboration with the Human Resources Manager
• Ensure that all Policies and Procedures relating to the
management of people are complied with in terms of Company
requirements
• Ensure that all HR administrative issues, which have a line
accountability, are processed accordingly
• Building a team culture
• Empowerment
• Morale of staff
•
techniques.
• Decision making.
Management /
leadership.