Purpose
Lead and develop a team of Sales Officers and Customer Development Representatives with the purpose of influencing KPI Performance positively in order to achieve the Region’s business objectives.
Principal Accountabilities (IPE Factors: Impact & Innovation)
Responsible for the achievement of Volume/revenue targets and other KPIs
Responsible for developing existing customers and recruiting new ones.
Responsible for ensuring improvement in the numbers of active vendors in assigned Region
Responsible for ensuring improvement in vendors daily sales
Ensure stock availability target is achieved.
Ensure that customers keep products at right quality temperature
Ensure sales assets functionality – Bicycle, push cart, head box, freezers
Responsible for price compliance.
Drive and achieve Bicycles, Pushcarts and other sales asset utilisation target.
Take ownership of the systems, tools etc provided by Sales Capability Development Dept to develop your Sales Team and embed the way of working in them.
Manage credit limits and debt to be within set target.
Responsible for the aggregate of the KPIs of his/her sales team.
Report: Sends Weekly and Monthly Sales Report.
Mapping: identify and determine the right number of customers, i.e. Exclusive Agents required per territory; Vendors territory gap/coverage per territory; Event coverage.
Responsible for coaching and the professional development of his/her sales team
Ensure understanding and execution of the commercial rules& guidelines
Develop the channel, customer, and vendors expertise of his/her team
Ensure increase in the number of Sales Point.
Constructively analyse and report competition activities.
Conduct Field Accompaniment with at least four SO / CDR per week.
Identify Talent in the team and retain them.
Drive and monitor performance evaluation and coaching of SO & CDR.
Identify the potentials of high performers and build on their strengths.
Analyze and evaluate training needs/gaps of SO and CDR by conducting regular field accompaniment.
Replace non-performers in the team.
Accountabilities:
Ensure Region KPIs are achieved.
Drive a winning culture; lead coaching and coordinate weekly/ monthly Regional meetings and ensure target understanding.
POP Execution; conduct structured market visits and provide written feedback -reports.
Critical Qualifications/Skills/Experience (IPE Factor: Knowledge) The Ideal Candidate:
He/She must be driven to keep the process moving , an outgoing and convincing personality, with a sense of urgency, who can communicate at all levels and persuade key stakeholders in to the right course of action.
Leadership skills
Presentation skills
Personal Effectiveness/Credibility.
Business Acumen.
Problem Solving/Analysis.
Results Driven.
Strategic Thinking and Proactive
Minimum of first Degree in Business Admin, Marketing or other related discipline (2.2) or HND lower credit. Possession of MBA will be an added advantage.
The Ideal person must have financial and business acumen.
Minimum of 7 years post graduate managerial experience in sales of FMCG with multi-cultural/multinational environment of which at least 2 must be at Regional Sales Manager’s level.
IT skills (MS office – PowerPoint, Excel, Word).
Planning, organising and coordinating skills.
Result oriented.
Apply via :
fanmilk-nig.net
