Details
Proposing CBA’s for each given outlet and forwarding to channel Managers.(Monthly volumes, discounts, payments, credit limits, displays etc).
Generating daily orders as per the set targets& trading terms.
Collecting the sales revenue within the agreed credit terms.
Ensuring that the given outlets are stocking all the brands & SKU’s and listing of new products within 90 days in all outlets from the date of release.
Developing monthly sales driven proposals for modern trade,Wholesale and Retail channels and submitting to the immediate Manager 30 days in advance for evaluation and approval.
Implementing and supervising approved sales driven programs and promotions in given outlets and ensuring the proposed goals and objectives are achieved.
Strategically placing of promotional & communication (POS) materials in each outlet and ensuring they are well protected by shop owners.
Negotiating for good displays and shelve space in the given outlets and ensuring that our products are well displayed and merchandised therein.
Monitoring and recording competitors’ activities and their brand share per shop.
Supervising and managing support staff who may be placed in your outlets.
Filling BAF and opening new accounts in the given region.
Managing and guiding given wholesalers to ensure that we drive huge volumes of our products through them.
Stock management and ensuring customers carry zero damages and expiries in their stores.
Monitoring the trade to capture any new outlet coming up & give the information to the Territorial Manager and follow up to account opening.
Follow-up on order delivery.
Giving daily performance report.
Operational guidelines
Shall have approved daily sales itinerary and shall visit customers as per the approved itinerary.
Encouraging wholesalers to visit and sell to small shops and referring small shops that do not have accounts to wholesalers.
Notifying the Trade Development Manager, Territorial Manager, Marketing Manager or Trade development retail Reps whenever gaps are identified or noted which may require retail coverage.
Maintaining updated data base, sales records & stock records for each customer.
Shall always carry clean samples in the sample bags.
Shall always carry enough POS materials in the van.
At all times ensure outlets are having adequate testers in the shelves.
Ensuring that all shops have adequate stocks at all times, and maintaining forward cover for minimum 4 days for each brand, variant and SKU.
In conjunction with the shops management develop sales driven promotion calendar and forward to territorial sales manager for approval.
Training customers & customers staff in our products Knowledge & handling.
Teaching customers on stock management in terms of proper handling & storing, stock levels holding and stock rotation.
Retrieving and exchanging damages.
Monitoring stocks movement and taking corrective action when a customer is noted to hold excess stocks which may not sell in 6 months or which may prevent the customer to pay or purchase first moving products.
Growing customer purchase by way of increment of SKU’s level holdings, increment of credit limits and order sizes accordingly in relation to the demand of products per outlet.
Notifying the Territorial manager when a customer stops purchasing as agreed or closes down.
Properly guiding new accounts on what to purchase as per the demand of our products in that particular market/town /location/area, etc.
Building and developing rapport and business relations with customers.
Prices monitoring and administration to ensure control at both wholesale and retail level.
Monitoring and giving feedback on customer and consumer purchase behavior
Proper utilization of any allocated resources to you or your outlets.
Adherence to given sales guidelines and policies.
Key Deliverables
Achieving the set sales targets per given shop in both Sku & Revenue.
Collection of revenue within the agreed terms.
Well stocked and merchandized outlets.
Identifying potential customers filling in BAF & Account Opening forms and following up to account opening stage.
Managing all approved sales driven promotions and achieving the agreed goals & objectives.
Zero damages and expiries or near expiry per outlet.
The Regional Sales Reps reports to the director and channel managers
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