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Sales Manager

Anonymous Employer

Job Summary

Our client, one of the leading Paint manufacturers seeks to recruit a Sales Manager for their overall business The ideal candidate should have solid experience in building materials, distribution channels and marketing.

  • Minimum Qualification: Bachelor
  • Experience Level: Senior level
  • Experience Length: 7 years

Job Description

The Sales Manager will cover Sales & Collection, Dealer management & Network expansion, Distribution & Dispatch, Depot operation management, Commercial, Marketing and Sales Team performance review & tracking related job responsibilities:
Salary: Ksh 150,000 – 300,000 (Depending on Experience)

Core Job Functions:
•    Sales and Collection target setting & monitoring
•    Sales Planning and forecasting.
•    Manages an assigned geographic area to maximize sales revenues and meet corporate objectives.
•    Ensures consistent, profitable growth in sales revenues through positive planning, deployment and management of sales team.
•    Identifies objectives, strategies and action plans to improve short- and long-term sales volume/value and GP.
•    Manage, develop, coach, control and motivate the sales team to develop their skills to ensure that a high professional standard is achieved and maintaining an effective, efficient and professional sales team.
•    Co-ordinates proper company resources to ensure efficient and stable sales results.
•    Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, participating in professional societies.
•    Supports and facilitates sales team in all day-to-day sales activities.
•    Co-ordinates and co-operates with sales team to meet day to day business requirements.
•    Schedules diaries, updates sales team by consolidating, analysing, and forwarding daily action summaries.
•    Maintains customer database by inputting customer profile and updates, preparing weekly/monthly reports.
•    Keeping track of value, volume & focus products vis a vis sales targets.
•    Provides projection v/s sales results by preparing and forwarding sales tracking reports
•    Prepares sales presentations by compiling data, developing presentation formats and materials and distributing the same to the sales team.
•    Provides product, promotion, and pricing information to the sales team & customers; selecting appropriate information; forwarding information; answering questions.
•    Tracks sales expenses by tracking, consolidating, analysing, and summarizing expenses; before forwarding for reimbursement.
•    Product complaint handling: deploying proper product complaint management system & record keeping. Receiving, managing & timely redressal of product complaints.
•    Accomplishment of departmental and organizational goals by achieving desired results.

Details Of Job Function:

1. Sales and Collections:

•    Sales and Collection target setting per territory/ dealer/ product in accordance with the broad supervisory guidelines of Management.
•    Sales Forecast – preparation of Sales Forecasts for the Territory / Area assigned per Sales Person / dealer/product
•    Designing & implementing dealer schemes. Develops specific plans to ensure sales volume growth in all major products.
•    Develops sales strategies to improve market share in major markets in Nairobi as well as in important product lines.
•    Maintains sales volume, product mix, and selling price by keeping with current market supply and demand, changing trends, economic indicators, and competitors.
•    Focuses to increase product visibility at hardwares and putting best efforts to increase sales of premium products
•    Track, collate and interpret sales figures. Generate timely sales reports.

2. Dealer management and network expansion:
•    Assists sales team in establishing personal contact and rapport with top customers. Lead the top-to-top meeting with key customers to ensure strong relationship and remove business obstacles, aligning with long term company direction. Cultivate effective business relationships with executive decision makers in key accounts.
•    Performs sales activities on major accounts and negotiates sales price and discounts in consultation with Management.
•    Ensuring regular visits of Sales Team to the dealers’ outlet and submitting status reports for each visit
•    Ensuring that all the communications are documented as per Management guidelines and approvals to the dealers on product pricing, schemes, cash discounts, Sales-collection linked benefits etc.
•    Ensuring that the Customers-Dealers are served for their requirements in the quickest possible time to ensure Dealer Satisfaction particularly in issues pertaining to customer service, logistics, accounting etc.
•    Monitoring  performance of DU and ensuring effective utilisation of DU by selling super premium & premium products.
•    Investigate lost sales and customer accounts. Design corrective action plan immediately to ensure minimum damage that to be recovered in short span of time.
•    Establishing, maintaining and expanding new market and new customer base. Increasing business opportunities through various routes to market.
•    Educates sales team for new dealers’ grooming, sales and growth, sales of new & focus products and improving product depth, profitability, improved presentation strategies, competitive strategies, proper use and level of sales support.
•    Collecting customer feedback and market research. Keeping up to date with products and competitors.

3. Distribution and Dispatch:
•    Co-ordinates with distribution Dept for accurate & timely delivery for dealers’ servicing.
•    Resolves order and inventory problems by investigating data and history; identifying alternate means for filling orders; notifying sales team and customers.
•    Keeping eyes on weekly forecasting of KANBAN, top 50 SKUs and indentifyng for other SKUs as per requirement.

4. Commercial:
•    Adherence to the Credit Control Policies and ensure Dealers outstanding levels within control & approved limits.
•    Ensure account reconciliation will be done with dealers by sales team on monthly basis and balance confirmation will be received from dealers on quarterly basis.
•    Maintaining effective rapport with the credit control team for ensuring that the Dealer Accounts are updated and dealers are supplied necessary accounting statements well in time to avoid confusion.
•    Keep close track and control on Sales return and Check return ratio per sales person & dealer to maintain commercial discipline.

5. Marketing:
•    Ensure proper brand visibility through branding (in-shop & outdoor), dealers’ sign board, local activities etc.
•    Ensuring proper product positioning in dealers’ outlet, availability and display of material at dealers’ outlet, and enhancing secondary sales.
•    To keep track of local events and celebrations to explore the possibilities of getting associated with it to improve brand image and Sales volumes.
•    Submitting recommendations for sales promoters for in-shop selling, branding requirements, and promotional material requirements as per business priorities in accordance with local / territory requirements.
•    Submitting recommendations for painters’ training program, counter staff training program, dinners with dealers, dealers’ meet, painters’ & dealers’ factory visits etc.
•    Collaborates with Management to establish and control budgets for sales promotion and trade expenses.
•    Develop innovative promotional ideas and material.

6. Team Performance Review and Tracking:
•    Performance tracking of all sales team and initiating necessary measures for target achievement & performance improvement.
•    Manage Sales team to ensure targets are delivered through people management, performance review, reward and individual recognition.
•    Holds regular weekly meeting with sales staff to review sales progress against plan.
•    Provides quarterly results assessments of sales staff’s productivity.
•    Recruit new staff into team focusing on strong sales competencies and ensure that they perform well through coaching and mentoring skills.
•    Identifying training needs of sales team and recommending for suitable training program.
•    Checking, monitoring & reviewing sales with sales team on weekly basis and provides prompt resolutions to issues/queries/suggestions/feedback
•    Ensure adherence to all sales policies, practices and procedures.
•    Reward & Penalty: Sales Team Reward & Penalty in consultation with Management for timely appreciation & penalty.

Qualifications

•    Degree in Sales and Marketing or any other applicable business degree
•    At least 7 years’ experience in FMCG Industry with a bias on building materials (Paint, Cement etc)
•    Candidates with experience in similar role in building industry will have an advantage
•    Strong personality with proven track leading regional sales teams
•    Provable track record driving ambitious sales targets
•    An operations expert with deep understanding of the distribution channels and models within the industry

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