Primary Accountabilities / Responsibilities
P&L Responsibility:• Achieve the yearly sales targets, manage the GTN and input into pricing decisions to enable delivery of both top & bottom-line numbers.
Reporting: • Direct process to estimate, track and communicate achievement of volume, revenue, GTN and other relevant country KPI’s.
Project follow-up:• Liaise with Regional and local PCMs, regulatory, compliance and legal teams for project approvals and support BDMs prior to launches.
Accountability: • Lead third party distributor teams and ensure that they deliver their sales targets and KPIs.
Customer service: • Optimize communication on order processing with customers by interfacing with CS&L teams and implement comprehensive tracking on East Africa Exports orders.
Portfolio management: • Responsible for keeping updated databases of strategic development, conduct portfolio efficiency analysis, implement pre-defined pricing in market. Develop and maintain category and ranges sales tools for the Business Development team. Facilitate that all Trade and consumer promotions are ready one month ahead of the agreed execution date; including POSM materials, stocks. Seek new business opportunities and work on new projects with the Area Sales Manager
Key Relationships The incumbent will liaise with key members of Regional growth markets teams: • Customer Service and Logistics teams across the invoicing and source units• Commercial Finance especially on pricing decisions• External customers, includes Distributors and 3rd party vendors• Regional Category Teams
Qualifications
Knowledge: including education, qualifications and training• A relevant Commercial Degree or Diploma or equivalent is required.
• Professional training in Sales & Marketing
Skills/Leadership Competencies• Accountability – for delivering stretching business results and establishing solutions to challenges experienced
• Drive: Aggressive pursuit for goals, energetic, self-reliant and relentless passion for excellence.
• Collaboration: Work across regions, network with other functions and adapt to diverse cultures to enable sustainable delivery of business goals.
• Influence: Able to present ideas and facts clearly to achieve consensus and enlist support to the desired direction of interest.
• Communication: able to articulate position clearly and confidently in both verbal and written to gain full understanding of the target audience.
• Mobility: Positively embrace the challenges of travelling to other markets within and outside Africa and be prepared for periodic work programs away from home.
Experience• At least 8 years of FMCG sales experience (preferably food products) out of which at least 5 years of heading a sales team. First-hand experience of managing and negotiating with distributors, understanding of trade marketing function. Must have had exposure to all aspects of the business including finance, customer service, and logistics, manufacturing and legal. Should be willing to lead by example and be a man on the streets. Tactical and strategic thinking. Ability to lead off-location sales teams, devise systems and procedures to manage trade spend and promotion allocations and promotion planning, high levels of planning and a thorough orientation towards detailing. Should be able to train as well as be willing to enhance skills on an ongoing basis• Drive and demonstrated ability to stretching goals • Leadership skills• Sales and budget management.• Negotiation skills.• Planning and ability to work with minimal supervision.• Problem solving skills• Infectious enthusiasm and optimism.• Ability to withstand and deliver under pressure.• Integrity & compliance• Attention to detail and thoroughness of execution.• High levels of emotional intelligence.
Languages• English – Required Primary Location
: AMEA-KE-Nairobi Area-Nairobi
