AREA SALES MANAGER – DETERGENT/FMCG INDUSTRY

Department: Sales & Marketing

Reports To: Head of Sales / Sales Manager

Location: Nairobi

Salary: Negotiable

Key Responsibilities.

• Develop and implement sales plans and strategies for the assigned territory in line with company objectives.
  
• Lead, supervise, and support Sales Representatives within the assigned area.
  
• Set sales targets for the assigned territory and monitor performance against agreed KPIs.
  
• Drive sales of the company’s detergent and cleaning products across wholesalers, distributors, retailers, institutions, and other relevant customers.
  
• Identify and develop new markets, customers, distributors, and business opportunities within the assigned territory.
  
• Build and maintain strong relationships with key customers, distributors, wholesalers, and other business partners.
  
• Conduct regular market visits to monitor sales performance, product availability, customer satisfaction, and market opportunities.
  
• Monitor competitor activities, pricing, promotions, product launches, and market trends.
  
• Develop strategies to increase market share, product penetration, and sales volumes within the assigned area.
  
• Ensure effective distribution and availability of company products within the territory.
  
• Monitor stock levels with distributors and customers and coordinate with relevant departments to support uninterrupted product availability.
  
• Review sales reports and provide regular updates on sales performance, market trends, challenges, and opportunities.
  
• Coach, mentor, and motivate sales representatives to improve productivity and achieve targets.
  
• Conduct regular field visits with sales representatives to support customer acquisition and sales conversion.
  
• Monitor customer payments and work closely with the Finance Department to reduce outstanding debts.
  
• Handle major customer complaints and ensure timely resolution.
  
• Recommend appropriate sales promotions, discounts, and market activities to Management for approval.
  
• Prepare and submit daily, weekly, and monthly sales and market reports as required.
  
• Ensure compliance with company sales policies, procedures, pricing guidelines, and reporting requirements.
  
• Perform direct sales and customer acquisition activities where necessary to support territory growth.

Qualifications & Skills.

• Diploma or Bachelor’s Degree in Sales, Marketing, Business Administration, or a relevant field.
  
• At least 4 years’ experience in sales, with a minimum of 2 years in a supervisory or Area Sales Manager role within the detergent, cleaning products, Home Care Products FMCG, or related industry.
  
• Proven record of accomplishment of achieving and exceeding sales targets.
  
• Demonstrated experience managing sales representatives, distributors, wholesalers, and key accounts.
  
• Strong leadership, coaching, and team-management skills.
  
• Excellent negotiation, communication, and customer relationship management skills.
  
• Strong understanding of market development, territory management, and competitor analysis.
  
• Strong planning, organization, and problem-solving abilities.
  
• Willingness and ability to travel extensively within the assigned territory.