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Job Description

Reporting to the Head of Regional & International Market, the Area Sales Manager will be responsible for handling the Company strategic group of clients in the region assigned and manage customers to ensure that sales targets are achieved based on the sales objectives while offering first-class customer service management

The job holder will also provide leadership to the team in the region assigned and positively influence sales through regular contact, networking, and motivation of allocated area accounts whilst ensuring the sales team is delivering an optimized brand portfolio/price in each outlet across the regions they are managing.

 

Responsibilities

Financial Management

In liaison with the Head of Regional & International Markets;

  • Develop and share sales targets with all the Tanzania business partners and ensure 100% achievement of the sales target
  • Establish products stock levels to ensure zero stock outs and effective category management which include non-overstocking of slow-moving products
  • Analyze data on past performance and project future sales performance of the region
  • Ensure weekly sales reconciliations by the sales/merchandizer team is completed and report submitted to the Head of Regional & International Markets
  • Follow up on all sales delivery due for payments
  • Ensure continuous expansion of our weighted and numeric distribution across the market.
  • Ensure weekly statements are presented to customers and sales status to management
  • Improve general, modern, and Horreca markets coverage by monitoring and mapping all outlets in all regions and increase sales revenue
  • Review distributors performance and address the nonperforming 
  • Understand the business strategies, products, and activities and be able to undertake productive business discussions from an informed perspective 
  • Manage all the territory costs and ensure the same is within the given budget

Customer Management

  • Consistently manage high service level in the trade to ensure company and customer satisfaction
  • Timely delivery of customer’s order and address challenges that might cause any delay to the satisfaction of the customer and the trade
  • Ensure zero stock-outs by liaising with the production team to verify products stock levels
  • Frequent visits and or communication to customers in a more consistent and prescribed sequence and record feedback at each visit 
  • Build relationships with hotels, bars, restaurants, and cafeteria to support sales and brand building 

Business Process

In liaison with the Head of Regional & International Markets;

  • Demarcate sales territories to be covered by the distributors and Sales/Merchandising team
  • Ensure route plans are fully implemented and followed by the sales / Merchandizing team.
  • Ensure point of sale materials are provided to the merchandisers and are appropriately placed 
  • Effectively organize merchandisers’ itineraries and constantly review for positive results
  • Ensure all products with short expiries 2 months are pulled from the shelf and relevant documentations raised and products collected from the stores
  • Total product management and a full roll-out of the market return policy.
  • Monitor new outlet creations and journey plans on a weekly basis
  • Generate monthly marketing reports to measure the success of programs running

People Management

In liaison with the Head of Regional & International Markets & outsourcing agency

  •   Manage the Tanzania team’s performance by enhancing their skills and competencies
  •   Carry out daily, weekly & monthly performance review to monitor progress and ensure the team meets their set targets within the required timelines 
  • Motivate the team to reach targets and take appropriate action for those with persistent poor performance standards
  • Ensure timely delivery of sales reports from the merchandising outsourcing agency and take necessary action where possible
  • Hold each employee accountable for delivering results by outlining their goals from time to time

 

Skills and Qualifications

  • Degree in a business-related field
  • 5 -10 years’ experience in FMCG and good market knowledge
  • Energetic and aggressive with personal selling experience with the wide sales network
  • Strong communication, negotiation, and presentation skills.
  • A strategic thinker with an analytical mind 
  • Learning agility
  • Outstanding communication and interpersonal abilities
  • Self-starter, able to take initiative and operate independently

 

Job Details

Level : Management level
Industry : FMCG
Salary : Ksh 250,000 - 300,000
Experience : 5 Years
Applications : 29
Locality : Nairobi, Kenya
Eligibility : Bachelor
Company : Kaziweza limite...
Posted By Kaziweza limite... / 10 Mar 2021

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