2 months ago
Head of General Trade/National Sales Manager General Trade
Unga Limited
Sales
Retail, Fashion & FMCG
Confidential
Easy Apply
Job Summary
The Head of General Trade/National Sales Manager General Trade role’s primary purpose is to grow the business revenue and market share in General Trade by effectively managing the channel partners, sales teams and implementing business plans.
- Minimum Qualification : Bachelors
- Experience Level : Senior level
- Experience Length : 10 years
Job Description/Requirements
Reports To: Group Commercial Director
Reportees: Regional Sales Managers, Activation Agencies
Department: Commercial
Company: Unga Limited
Location: Central Support Office (CSO)
Job Purpose:
The Head of General Trade/National Sales Manager General Trade role’s primary purpose is to grow the business revenue and market share in General Trade by effectively managing the channel partners, sales teams and implementing business plans.
Key Responsibilities:
Team Management - 30% of Time
- Lead the general trade team to deliver exceptional results by making sure team members are clear on their roles, have clear KPIs and targets and the same are monitored and assessed frequently (Daily, Weekly and Monthly) and corrective actions taken
- Develop and train on sales routines for the Regional Sales Managers and teams below them
- Mentor and coach the team and ensure capability development
- Ensure adherence to company policies and processes by the team
Financial Management - 30% of Time
- Deliver volume and revenue target within General Trade
- Achieve targeted margins by focusing on the sales mix
- Ensure adherence by customers to the company’s accounts receivables policy
- Develop and effectively manage customer offers and rebate schemes to achieve the targeted volumes
- Effective management of market returns
- Effectively monitor and motivate for price adjustments to ensure we remain competitive in the trade
Relationship Management 20% of Time
- Build deep and maintain lasting relationships with key distributors and their key decision makers to enable us drive our agenda in the distributor business
- Schedule and arrange Top to Top meetings and market visits to foster good working business relationships between key distributors and top management of the company
- Be the champion of Excellent Customer Service within the company by ensuring General Trade customers issues are documented, understood and resolved within the shortest time possible as per SLAs
- Address and resolve any customer quality concerns with the help of the Quality Manager Route to Consumer – 20% of Time
- Develop and implement effective route to consumer models that ensure effective distribution, availability, visibility and purchase of company products
- Determine resource mapping model for the whole country at all levels of General Trade and motivate for funding and implementation of the same
- Develop and implement distributor operating standard assessment model to ensure good distributor health
Customers of this Position
- Customers of the Company
- Distributors
- Agencies
- Credit Control Team
Experience required for this Role
- Degree in a business-related field
- 10+ years’ experience in FMCG within Sales with at least 5+ years at a Senior Level in General Trade Management
- Good knowledge of trade partners operations
- Good trade relationships built over time
- Strong understanding of route to consumer models
Skills, Behaviours and Competencies required for this Role
- Effective leader and people manager
- Excellent Customer Engagement and Relationship skills
- Drives for high standards and strives for excellence
- Advanced Negotiation and Persuasion skills
- Self driven individual
- Problem solving ability
- Advanced communication skills
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