1 month ago
Job Summary
To lead and manage a team of sales representatives within an assigned region to drive sales growth, achieve revenue targets, and ensure excellent customer satisfaction. Motivate the sales team to deliver exceptional results while maintaining strong relationships with key clients and stakeholders.
- Minimum Qualification : Bachelors
- Experience Level : Mid level
- Experience Length : 3 years
Job Description/Requirements
Key Internal & External Contacts:
Internal: Head of Commercial, Marketing Department, Production Manager, QAM/C, Logistics Team, Credit Department
External: HO, Store Owners, Store Managers, Procurement Managers, Local Authorities
Areas of Responsibility & Tasks:
1. Commercial Acumen
Implement sales strategy for the region in collaboration with the Regional Sales Manager.
Use data-driven interventions to meet sales goals.
Plan product assortment as per segment standards.
Allocate routes and set sales targets for team members.
Resource planning and negotiation for assets and tools.
Identify new business opportunities and process new account openings.
Build business relations with existing customers and ensure product placement.
Oversee execution of business partner plans.
Partner with marketing on campaigns, promotions, and product launches.
Engage decision-makers to promote company brands.
Allocate territories and accounts to sales representatives.
2. Sales Performance Tracking and Reporting
Track sales performance, analyze data, and prepare regular reports.
Monitor sales to support inventory planning and business decision-making.
3. Customer Relationship Management
Build and maintain relationships with outlet managers, distributors, and retailers.
Address and escalate customer inquiries and complaints.
Review and propose payment terms.
4. Team Leadership & Development
Ensure team compliance with company policies and ethical standards.
Conduct training and coaching sessions.
Set clear sales targets, KPIs, and provide regular feedback.
Conduct performance reviews and implement development plans.
Manage team leave and motivation initiatives.
5. Distributor and Route to Market Management
Manage and develop distributor relationships.
Review and approve distributor sales plans and stock replenishment.
Monitor sell-in, sell-out, and stock health.
Ensure product availability, visibility, and freshness.
Oversee POSM placement, pricing compliance, and promotions.
Monitor trade spend and activation budgets.
Follow up on distributor sales reports for incentive payouts.
Train and guide distributor sales representatives (DSRs).
Drive DSR accountability for targets and execution quality.
6. Compliance & Ethics
Ensure all sales activities comply with company policies and legal standards.
Uphold company image and reputation.
Manage sales budget effectively.
Key Performance Indicators (KPIs):
100% achievement of sales targets per category and channel.
100% adherence to Sales Force Effectiveness standards.
Spend 60% of time (3 out of 5 days) on ground staff coaching.
100% adherence to listing and placement requirements.
Achieve 90% monthly collections on all due accounts.
100% achievement of sales targets per category and channel (repeated for emphasis).
Job Specifications:
Key Competencies:
Strong track record of achieving sales targets and managing a sales team.
Excellent communication, negotiation, and presentation skills.
Strong analytical and problem-solving abilities.
Ability to build and maintain customer and stakeholder relationships.
Proficient in sales analytics tools.
Willingness to travel within the assigned region.
Academic/Professional Background:
Bachelor’s degree in Sales, Business Administration, Marketing, or related field.
Work Experience:
At least 3 years in sales management, preferably in ice-cream/confectionery or FMCG.
Leadership Experience:
Motivated, resilient, and able to inspire and empower team members.
Decision-Making Authority:
Able to make decisions within established autonomy.
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