As an entry-level position, merchandising is a great way to launch a successful career in sales.

a merchandiser is exposed to all aspects of the sales process and thus acquires a solid base on which to build a career. This exposure also helps new sales professionals identify which aspects of sales interest them, and which areas they excel in.

One Kelly Services candidate, Andrey, started three years ago as a merchandiser in a big international company dealing in foods, drinks, cosmetics and stationary (FMCG). At the time, he was just a fresh graduate and had no experience. He worked really hard, and within a year he was promoted to the position of sales representative. Later, about six months ago, he was promoted again to the position of sales supervisor.

Place of Work

A merchandiser works mostly outside of their company’s office, reporting in most cases only at the beginning and at the end of the day. They spend the rest of the day traveling from one retail establishment to the next, setting up, adjusting and otherwise monitoring brand-building displays at the "point of sale," that is, the shop or supermarket where a product is sold.

Responsibilities

The responsibilities of a merchandiser relate to the marketing of FMCG, and include the following:

- Visiting outlets according to the journey cycle developed by the sales representative or supervisor. A journey cycle is a list of shops or supermarkets which the merchandiser is required to visit on a set, scheduled basis.

- Installation of special materials used for the promotion of the company’s image and brand. The merchandiser has to place all these materials on special points of sale.

- Analysing the company’s display positions relative to those of competitors.

- Gathering feedback on customer and market requirements.

- Allocating sales equipment, such as a fridge where drinks are kept, special shelves, stands etc. These are allocated and installed by the company promoting the product.

- Providing retailers with all advertising material related to the company’s products.

- Monitoring and ensuring appropriate transportation and storage.

- Photographing the company’s displays in various outlets.

Skills and Requirements

Perfect presentation and communication skills are key requirements for those working in merchandise. Like any person on a sales team, a merchandiser should be able to persuade you that the sky is green within two minutes of beginning a conversation. In order to achieve success, the professional should believe everything he or she is talking about. Other important skills include the following:

- Good time management. The merchandiser needs to organize his or her time in the best possible way so as to be efficient.

- Experience in sales is a big advantage.

- Energy, enthusiasm, and an ability to learn new things quickly.

- A positive attitude and skill at team play.

Knowledge

"The more you know, the more you sell" is one of the main rules every member of a sales team should always keep in his mind. Any information about your company, the products it produces, competitors, real and potential clients, will help your skills to be realized.

Motivation

A merchandiser should always be highly motivated, with a desire for professional career growth. It’s the best motive for achieving perfect results. But it’s nonsense to deny the importance of material motivators such as money. The salary rate varies from $300-500 depending on experience in sales and the range of responsibilities.


Please contact The Leader to let us know which career you would like to know more about.