Regional Sales Manager (East Africa) Job Vacancy

Regional Sales Manager (East Africa) Job Vacancy
Job Title: Regional Sales Manager (East Africa)

Reports to: CBM
Main Purpose of the Job (Why job exists/what it must achieve)

To Achieve Sales target & distribution objectives for overall strategic regional development through:
    * Driving all Route to Market (RTM) programs in the region.
    * Channel and Distributor plan execution and its follow-up
    * Execution of regional plan and strategy
    * Leading, coaching and developing Area Sales Manager to implement the channel and customer plans and achieve the desired in-store conditions and sales objectives at the store level.
    * Capex profitability

Main Responsibilities/Job Summary
Market
    * Set the individual monthly, quarterly and yearly target for each Area or Sales Manager
    * Identify branch sales opportunities & potential for OPL input and plan for future needs
    * Develop branch sales strategy to be incorporated with Regional Plan
    * Ensure implementation of regional & channel strategy
    * Involved in OPL discussion on volume & input with marketing and CCSD
    * Monitor progress against RIG

    * Monitor trends (market, competitors)
    * Ensure merchandising of company products and market hygiene according to Nestlé guidelines and standards
    * Implement promotions and produce reports as required
    * Ensure product availability at all relevant outlets through the distributor’s sales force as per Company guidelines
    * Ensure compliance of Area Sales Manager and Sales Officers with their respective roles & responsibilities
    * Ensure use of POP materials efficiently according to Nestlé guidelines and standards
    * Review & correction of rolling forecast

Distributor
    * Manage and develop branch distributor in an active and profitable manner
    * Appointing and retiring distributors
    * Ensure implementation of guidelines of distributor
    * Define the boundary for each distributor and ensure the sales within each boundary
    * Ensure the proper and correct execution of sales, discount and trading terms determined by the company
    * Ensure that the distributor is efficient and has sufficient support for market coverage
    * Monitor & minimize bad goods level returns
    * Coordinate with RTM Manager in developing the Distributor Business Plan
    * Monitor Distributors’ Operating overhead expenses and profitability (ROI)
    * Monitor Distributors’ debt and ensure that the payment terms are respected
    * Develop strong business relationship with key customer
    * Monitor trade spend
    * Optimise expenditure of secondary sales force
    * Define Training needs for the whole sales force level and ensure adequate training evaluation is done
    * Conduct performance evaluation of Area Sales Mgr & Sales Officers within the branch & review accountabilities
    * Generate accurate and timely report on: competitor activity, price change and promotional support
    * Recommend appropriate actions as required to meet or surpass sales objective for each ASM territories

Skills& Knowledge RequirementsTechnical / Functional
    * People Management & Development
    * Communication
    * Negotiation
    * Ability to achieve results through others
    * Problem Solving
    * Computer Skills

Knowledge
    * Leadership Principles
    * Company Processes
    * Channel/outlet details and trends
    * Distributor related legal guidelines and basic finance

Qualifications
    * University Education

Experience
    * Minimum 5 years in Sales operations
    * Strong Key account & Customer management experience
    * Multi Functional exposure ( Desirable )
    * Marketing Exposure ( Preferred & added advantage )
    * Market (internal/external) exposure
    * East and Center African knowledge

To apply for this position send your CV to mycv@myjobseye.com quoting the position in the subject line. Kindly also mention your current/ last salary and benefits

Only shortlisted candidates will be contacted.