Location: Head Office
Department: Sales Department
Position Reports To: National Sales Manager
Job Purpose Summary
Developing and implementing effective sales strategies
Leading nationwide sales team members to achieve sales targets
Establish productive and professional relationships with team in assigned customer accounts
Key Responsibilities and Accountabilities
Analysis and interpretation of sales data that aids in prompt and effective decision making.
Develop grassroots market so as to increase penetration from the current sales target to the set targets
Build a solid distribution network from the agents to the small retailers.
Management of the sales forecasting process (in conjunction with Marketing and Sales) that seeks to achieve the sales objective, proper product mix eliminates out- of – stock / Over – stock / obsolescence.
Timely liaison with the production staff to ensure they prepare the required product mix.
Prepare periodic reports for the management.
Review of monthly sales performance taking appropriate remedial actions where adverse sales variances are noticed to realign sales performance to required sales targets.
Sales Business Processes: Develop consistent sales process, policies, and rules of engagement, ensure these processes are enforced through the Sales Administrator.
Boosting sales activities to meet expected sales target, monitoring and evaluation and continuous improvements.
Recruitment of well resources agents/distributors
Monitoring of sales team performance to ensure they achieve set targets and operate within set guidelines.
Oversee the development of an up to date customer list that captures the sales activity of all retail customers thereby identifying opportunity and gaps.
Maintain strong, cordial relations with customers.
Conduct regular trade visits identify challenges in the market build relationship and realign sales team to achieve set objectives
Address sales challenges identified in the market during trade visits.
Capture accurate and reliable market intelligence for the assigned region
Overseeing customer’s accounts to ensure that the sales team keeps them within the approved criteria and corrective action is taken where applicable.
Ensure all retail customers carry adequate stocks to enable across the range pull through, by the sales representatives.
New business development. Entering into new markets and generating innovative ideas to capitalize on them. Increasing sales coverage area, strengthen presence locally and regionally
Managing distributors & recommending new distributor appointments in the region.
Ensure all orders are delivered on time and also ensure that customer complaints and queries are addressed promptly.
Overseeing timely debt collection with the help of the KAM.
Assist in optimizing investment in trade promotional activities focused on growth of more profitable account and administration costs and other approved accounts such as rebates, discounts, merchandising fees, advertising allowances.
People management: frequent engagement and constant evaluation of employee wellness.
Recommending on Sales Department training.
Knowledge, Skills and Experience
A graduate from a recognized university with a degree in business related fields.
7 years F.M.C.G experience in sales administration/Customer Service.
Knowledge of base-line general management (sales and marketing principles).
High level of numeracy and ability to understand and analyze.
Excellent communication, interpersonal and negotiation skills.
Bias for action (with positive return).
Computer literacy with fluency in major office software packages.
Exposure and experience with ERPs
Working Relationships
Internal – Production Department; highly dependable on their efficiency
Accounts Department; management information for decision making.
Sales Department : Analysis of sales
External – Customers, distributors/agents. Sales outlets
Sources of References
Company Directors
General Manager, National Sales Manager, Key accounts manager, Marketing Executive
Financial Accountant and Credit Controller
Operations Department,
Production Manager
Human Resources Department
Key Success Factors
Meet sales performance targets
Growth of market segements
On time performance, work ethic and quality of the Sales Team
Monitoring of direct reports and peers
A motivated sales team
Supply Chain Management
Trend analysis & proposed action plans
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Applications to be emailed to careers@melvinstea.com
Apply via :
careers@melvinstea.com
