Originally working in property management, Debbie McKay is thankful that she took the leap and moved into the world of FMCG. Currently the territory sales manager at Tip Top, McKay found that her understanding of client needs, ability to find creative solutions to problems and capacity to think on her feet, were all skills that helped her succeed in the FMCG industry.
“By drawing on my experience as a property manager, I was able to anticipate my customers’ needs and tailor my approach to each individual situation. Whether it was finding the right product to solve a problem, or negotiating a deal that worked for everyone, I was able to build trust and rapport with my customers by really listening to them and taking the time to understand their unique situation,” explained McKay.
Making a positive impact on people’s lives, while driving success for her organisations and customers, continues to motivate McKay. She finds great satisfaction in creating win-win solutions and helping her customers solve problems and achieve their goals.
McKay is also family-oriented and credits her family with providing her a different type of motivation. As a parent, she prioritises being a positive and hardworking role model for those around her.
“I’m motivated to provide for my family and to give them the best possible life, whether that means working long hours to achieve my sales goals, or simply being there for them when they need me.”
She feels that the FMCG industry is her perfect workplace because of the endless possibilities and opportunities that come with a career in sales.
McKay also looks up to Arron Giles, who she previously worked for in another company. She finds his supportive and communicative leadership style inspiring and recommends anyone looking to advance in the sales industry to learn from Giles.
Her advice for anyone looking to excel in the FMCG industry is to focus on building strong customers with customers.
“Sales is all about building trust and rapport with the people you’re trying to sell to. By taking the time to really understand your customers' needs and preferences, and by showing a genuine interest in their success, you'll be able to establish a connection with them that goes far beyond the initial transaction," concluded McKay.
"Not only will this help you close more deals, but it will also help you build a loyal customer base that will continue to work with you in the long run. So, the next time you're out in the field, remember that your job isn't just to sell a product or service – it's to build relationships that will last."
