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KEY DUTIES & RESPONSIBILITIES
The Sales Manager will overall be responsible for driving volume & revenue, driving long term growth , leading large & diverse sales team, building key clients relationship and maintaining company reputation for excellence and financial growth.
THE ROLE WILL ALSO BE RESPONSIBLE FOR;
- Lead the sales force to ensure superior sales execution and performance across the region
- Ensure profit delivery and performance according to plans.
- Own and be accountable for region profit and loss
Monitor and review sales and marketing performance, providing guidance and - coaching to address any issues.
- Develop and implement sales force effectiveness and automation capabilities
- Roll out and ensure effective use of customer segmentation and related toolkits.
- Manage Right Execution Daily (RED)systems, tracking, contractor Services Level
- Agreement (SLA) management, and non-conformance.
- Oversee sales resource planning, merchandising management, and REDMART (Point of Sale (POS) storage, picking, and delivery).
- Determine functional requirements, population, and location for cold drink equipment (executed by Supply Chain).
- Collaborate with People & Culture department to ensure appropriate sales force remuneration (fixed and variable).
- Ensure effective management of third-party distributors by the sales force.
- Develop action plans to close significant performance gaps
- Develop and execute channel-specific strategies.
- Implement promotional programs and activities.
- Ensure asset care and demand planning.
- Manage key projects and drive execution standards across all channels.
- Provide input to the demand planning process.
- Conduct business reviews with customers.
- Make frequent trade visits to customer stores with territorial personnel.
- Optimize revenue growth by understanding pack margin and role per customer.
- Utilize market research and analysis to formulate programs and provide customer feedback.
- Build strong customer relationships by identifying business growth opportunities and managing account-specific programs and promotions.
- Participate in various interactions such as charity sports days, customer conferences, corporate golf days, and international events.
- Monitor and measure sales targets daily, taking corrective action as needed.
- Allocate execution resources (e.g., Point of Sale, coolers, promotional materials) for maximum return.
- Identify and respond to competitor activities.
- Ensure effective implementation of local and national promotions
SKILLS, EXPERIENCE & EDUCATION
- The incumbent should at least have a bachelor degree in Economics/Business
- Administration/Marketing. The incumbent should also possess; Approximately 7 – 10 years of relevant experience in sales, marketing, revenue growth management particularrly in the FMCG environment.
- Additionally, a track record of delivering results in a Sales role that focused on building capability. experience in multiple regions will be an added advantage.
THE INCUMBENT IS ALSO REQUIRED TO POSSES;
- Strong analytical skills with product and industry knowledge, and good attention to detail
- Excellent interpersonal, motivational, and presentation skills
- Customer-focused with strong negotiation skills and revenue management expertise
- Strategic thinker with industry and competitor insights
- Resilient and flexible, able to work under pressure
- Effective conflict handling and problem-solving abilities
- Ability to coach and lead, inspiring teams to achieve results, and being an ambassador for the company and brands
- Understanding of evolving business needs and system adaptation for added value, with a focus on execution excellence and brilliant standards.
- Leadership and Sales acumen