Our client is a manufacturing company dealing with selling cement; mining and processing industrial Minerals and chemicals; and trading in other building products in Kenya, Tanzania, and South Africa
Position: Regional Sales Manager
Main Purpose of Job
To Achieve Sales target & distribution objectives for overall strategic regional development through:
Position: Regional Sales Manager
Main Purpose of Job
To Achieve Sales target & distribution objectives for overall strategic regional development through:
- Driving all Route to Market (RTM) programs in the region.
- Channel and Distributor plan execution and its follow-up
- Execution of regional plan and strategy
- Leading, coaching and developing Area Sales Manager to implement the channel and customer plans and achieve the desired in-store conditions and sales objectives at the store level.
Main Responsibilities
Market
Market
- Identify branch sales opportunities & potential for OPL input and plan for future needs
- Develop branch sales strategy to be incorporated with Regional Plan
- Ensure implementation of regional & channel strategy
- Involved in OPL discussion on volume & input with marketing and CCSD
- Monitor progress against RIG
- Monitor trends (market, Nestle, competitors)
- Ensure merchandising of company products and market hygiene according to Nestlé guidelines and standards
- Implement promotions and produce reports as required
- Ensure product availability at all relevant outlets through the distributor’s sales force as per Company guidelines
- Ensure compliance of Area Sales Manager and Sales Officers with their respective roles & responsibilities
- Ensure use of POP materials efficiently according to Nestlé guidelines and standards
- Review & correction of rolling forecast
Distributor
- Manage and develop branch distributor in an active and profitable manner
- Appointing and retiring distributors
- Ensure implementation of guidelines of distributor
- Define the boundary for each distributor and ensure the sales within each boundary
- Ensure the proper and correct execution of sales, discount and trading terms determined by the company
- Ensure that the distributor is efficient and has sufficient support for market coverage
- Monitor & minimize bad goods level returns
- Monitor Distributors’ Operating overhead expenses and profitability (ROI)
- Monitor Distributors’ debt and ensure that the payment terms are respected
- Develop strong business relationship with key customer
- Monitor trade spend
- Optimise expenditure of secondary sales force
- Define Training needs for the whole sales force level and ensure adequate training evaluation is done
- Conduct performance evaluation of Area Sales Mgr& Sales Officers within the branch & review accountabilities
- Generate accurate and timely report on: competitor activity, price change and promotional support
- Recommend appropriate actions as required to meet or surpass sales objective for each ASM territories
Qualifications
- University Education
Experience
- Minimum 5 years in Sales operations
- Strong Key account & Customer management experience
- Multi Functional exposure ( Desirable )
- Marketing Exposure ( Preferred & added advantage )
- Market (internal/external) exposure
- East and Center African knowledge
Kindly also mention your current/ last salary and benefits.
Only shortlisted candidates will be contacted.
MORE JOB CATEGORIES