Role purpose
Ensures consistent, profitable growth in sales revenues in the Key accounts (selected Modern Trade and Horeca Customers) and Resellers (where applicable).
Identifies objectives, strategies and action plans to improve short- and long-term sales and earnings.
Deliver sales targets (budgets) for the Key Accounts segment and Resellers, which should be met within the planed expenditure budget.
Overseeing Sales and Trade Marketing activities in the Up-Country region.
Responsibilities:
Prospect for sales within the off trade segments
Maintain and grow sales in Key accounts and Resellers.
Meet sales Quotas – budgets as agreed.
Acquire a thorough understanding of key customer needs and requirements
Ensure products and services are delivered to customers in a timely manner including resolving any issues or complaints faced by customers.
Ensure collection of debts and keeping the credit sales within then agreed on terms.
Work closely with the Country Sales and Distribution Manager to manage the stockists. Including planning, forecasting, and setting of targets and evaluating the performance.
Building sustainable relationship with our Key partners in the channel to ensure business growth.
Work closely with the Resellers teams and in the regions to develop the business by ensuring optimum listing, offering sales support and coaching to trading partners.
In liaison with Marketing Manager, oversee trade marketing activities in up country region to grow brand presence. This includes brand activations, merchandising and POS placement
Prospect in other channels away from the traditional retail market.
Monitors competition by gathering current marketplace information on pricing, products, new products, delivery schedules, merchandising techniques, etc.
Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.
Management of external resources at our disposal.
Any other task as signed from time to time.
Requirements:
Bachelor’s degree and five years of experience in distribution and sales of FMCG.
Computer experience (Office suite- Excel, Word, PowerPoint, Outlook).
Previous experience in Account Management or Territory Sales and display an attitude that is key to success.
Strong account management and relationship building skills.
Experience of managing major national accounts at head office level.
Disciplined time management and ability to work under pressure without supervision.
Excellent proposal writing, project management and analytical skills.
Excellent team working and team developing ability.
