Area Sales Manager

Job Description

Overview Ensure all sales targets both short term and long term are met. Achieve and exceed sales fundamentals and volume targets by implementing company plans, and recommending tests/programs for business improvement in his area. – Update database to measure area’s performance against key business objectives. Use this data to analyse the business and develop future action plans. – Work on volume forecasting for his areas and channels. – Work with Stockiest/Distributor Owner/Manager to improve execution efficiency. – Follow-up with his direct reports on a daily basis to measure progress on business plans/initiatives. Lead the selling team in enabling them to react to local challenges and opportunities instantly. – Set monthly priorities at the beginning of the month with sales force/target distribution – Hold monthly meeting with his area team to agree on action plan, objectives in-line with monthly priorities. – Work with his direct reports in all trade sections to understand customer systems and needs. – Recommend/develop action plan for local issues. Planning and Executing the sales plan for the region and achieve the sales volume, market share, value share, market execution and customer service objectives through effective leadership and maximum utilization of the Region’s sales team and ensuring successful achievement of sales AOP and to safeguard & develop the company image in the market place. Manage both DTS and Wholesale field sales channels in region in accordance with sales plans to achieve/exceed objectives in terms of execution, gross and net revenues, market share and people development targets. Responsibilities Execute the sales annual operating plan which will meet company AOP and business planning requirements. Organize, control and motivate team to achieve sales targets within the agreed profit margins. Select, train, develop and follow-up sales personnel to the standards (FLSMP) necessary to meet the current and long term needs of the department. Develop strong relationship with Distributors and Key WS’s within the branch, this will include coordinating with the Distributors Manager on all call coverage & customer service standards. Monitor changes in the market situation and legislative requirements, and recommend or implement action to meet circumstances as required. Ensure the company’s product development & promotional plans are understood and implemented at all levels to give the optimum level of impact. Contribute to the development of marketing plans and technical improvements to products to help maintain the company’s position in the market. Represent the company at senior levels within the customer base to ensure the image of SSFL is maintained & enhanced and as an aid to achieve sales targets. Expanding distribution within the region as per AOP business plan. Ensure proper execution for all new product initiatives. Ensure proper execution of all merchandising and operational priorities. Key Field Sales KPI’s to include: reaching distribution targets (depth and breadth – capture additional points of sale); Upgrading execution on primary placements both in quantitative approach (space fair share) and qualitative approach (location + appearance); Upgrading execution on secondary placements – double the number of secondary placements per point of sale; implementing price and promotions strategies. Improve efficiency and drive for continuous improvement within the Field Sales Force. Demonstrate excellent leadership capability by building a winning mind-set and strong capability across Field Sales Force, by: coaching and develop sales/channel supervisors to deliver business & people objectives; provide leadership to all sales capability programmes. Lead and manage administrative & control agenda within the field to include: maintaining control over the main KPIs – ensure the Execution of KPI’s per Store; insure effective monitoring and processes are in place in all levels of the organisation, providing recommendations for and insure timely implementation; create, implement and insure compliance with accounting, inventory, and control procedures; resolve service & supply issues with affected parties; design and report the results/activities of the sales force. Convert the region’s sales and market development objectives to all sales/channel supervisors within the Region. Provide on-going coaching to all sales/channel supervisors within the Region and ensure they are properly equipped, trained and motivated to achieve their objectives. Ensure proper roll-out and sustain the implementation of Best Practice Tools within the Region. Develop strong relationship with Stockiest & Distributors within the Region; this will include coordinating with the Stockiest & Distributors Owner/Manager on all call coverage & customer service. Report competitive activities to the Regional Manager as and when it happens. Report infrastructure requirements within the Region as per market needs to the Regional Manager. SSFL Control Agenda & Control Owner Responsibility: Understand the objective of the control Maintain Process documentation that is complete and accurate including (i) narratives, (ii) flowcharts, (iii) test scripts Evaluate the effectiveness of controls assigned to them Maintain an audit trail to evidence execution of the activities, sufficient to enable re-performance by independent 3rd party Lead the remediation efforts for a control deficiency Provide results of testing to Process Owners. Key control accountabilities includes: Periodic review of sales document (DN, invoice) is conducted to ensure that they are signed off by the customer as a proof that they have accepted the ownership of the goods; control #:(SFOTCSDOPMK25) (006SFOTCSDOPMK ). Sales orders created in the system are checked by an independent person to ensure that the orders created are valid and accurate; control #: (SFOTCSDOPMK32). Review of KPI report around sales and stales performance of salespeople; control #: (SFOTCSDOPMK33). Qualifications 6-8 years of sales field experience in FMCG Very Good English and Arabic language skills No travel restrictions Strong computer skills (Word, excel, PowerPoint, outlook crucial) Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames) Planning & Organising (Multiple priority management) Customer Focus (Service to sales concept) Thinking Skills (Trend, data, events analysis to draw sound conclusions) Leading and Motivating Others (Creating enthusiasm, inspire positive attitude, desire to succeed) Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic conflict handler) Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment) Integrity (Mutual trust, consistent with company ethics and values) University Graduate & Computer Literacy (Windows applications)