To own the responsibility of effectively appointing distributors, developing them and managing the sales activities within an assigned area, ensuring that sales growth targets are met.
This role will also have the responsibility in future to guide, mentor and train Route Sales Supervisors and Regional sales Executives to ensure operational excellence and effectiveness, as well as maintain strong relationships with wholesalers, retailers and customers within the region.
Key Areas of Responsibility
To appoint new distributors to minimize the distribution gaps in the region for intensive distribution
To develop or increase business from existing customer by ensuring performance by product
Responsible to achieve sales targets, maintain good relationship with dealers and distributors, understand & analyse competitor's products and drive distributors to attain targets
To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in gross numbers and revenues
Develop a quarterly action plans for implementation, based on the overall sales growth plan
Deliver sales target for all products by executing the distribution strategy at the channel partner level
Ensure availability of stock at retail while adhering to the norms
Execute promotional activities for channel partners to drive sales and build market credibility
Keep motivation levels high through regular meetings with distributors, retailers, distributor sales team
Achievement of retail outlets in terms of activating and making availability of new launched products
Channel Development and Infrastructure and Process Compliance
Aggressive execution of Sales programs (i.e. new schemes / promotions / trade engagement / new launches etc.) to deliver targeted numbers of customers and revenue
Attend local trade shows & exhibitions – working with the Marketing team on new product launches and variety of other market communications initiatives
Timely Collection of the market information such as competitor activities & initiatives and analyse the same with the help of Sales Manager to pre-empt its impact on the business programs
Conduct regular market visits to check width of distribution, competitor activity, and continuously search for new opportunities or distribution channels in order to increase sales in the region
Investigate and integrate competitor and customer insights to identify growth opportunities and propose action plans to influence sales
Provide support and input into the development and design of the sales and marketing strategies
Compile and submit / present monthly sales performance reports, market accompaniment reports, and daily activity reports
Timely collection of payments from the market
Ensure the recruitment of high caliber employees Route Sales Supervisors, Regional Sales Executive to drive a high-performance culture across the area
Effectively manage the team and the customers within the assigned territory with strategic input and support from the Sales and Marketing Manager
Ensure all non-performance, non-compliance and misconduct issues are addressed formally as per company policy
Proactively manage all members of the team ensuring continuous and progressive performance
Monitor, manage and improve service levels at both distributors and retailers to ensure customers satisfaction, volume growth
Qualifications, Experience & Skills
Bachelor’s Degree or equivalent Business Degree
Computer Proficiency
Minimum 7+ years of experience in a fast-paced and performance-driven environment
A combination of previous experience in sales, logistics, operations, finance, business development
Entrepreneurial skills or mindset (ability to spot and take and advantage of opportunities)
Proven track record in the management or an overall business or business unit
Previous conflict management experience and excellent interpersonal skills
Sales techniques and concept selling skills
Proven history of hitting sales targets & volumes
Experience monitoring the market place to identify business opportunities
Excellent excel skills
Demonstrated effectiveness in all the areas outlined in the roles and responsibilities
Must be able to speak Swahili and English
Advanced communication skills (written, oral and listening)
Extremely high levels of resilience
Team Management
Strong analytical abilities
Must know and understand the industry
Strong negotiating skills
Strong commercial acumen, and proven ability to work under pressure
Persuasive and articulate- communicates clearly and reason logically
Creates team spirit and encourages co-operation between team members
Strong ability to present, convey and sell ideas, prospects and concepts
Interacts with others in a professional, patient and confident manner