Job Vacancy - Regional Sales Manager (East Africa)

Job Title: Regional Sales Manager (East Africa)

Reports to: CBM

Main Purpose of the Job (Why job exists/what it must achieve)

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.
• Capex profitability

Main Responsibilities/Job Summary

Market

• Set the individual monthly, quarterly and yearly target for each Area or Sales Manager
• 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, 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
• Coordinate with RTM Manager in developing the Distributor Business Plan
• 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

Skills& Knowledge Requirements

Technical / Functional

• People Management & Development
• Communication
• Negotiation
• Ability to achieve results through others
• Problem Solving
• Computer Skills

Knowledge

• Leadership Principles
• Company Processes
• Channel/outlet details and trends
• Distributor related legal guidelines and basic finance

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

To apply for this position send your CV to mycv@myjobseye.com quoting the position in the subject line. Kindly also mention your current/ last salary and benefits

Only shortlisted candidates will be contacted.