Area Sales Manager

Job Purpose Lead the Sales team in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long term organizational capacity. Principal Accountabilities • Ensure all sales & collection 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 / her area. ◦ Update database to measure areas’s performance against key business objectives. Use this data to analyze the business and develop future action plans. ◦ Work on volume forecasting for his areas and sections. ◦ 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 weekly/monthly meeting with his area team to agree on action plan implementation, objectives in-line with monthly priorities. ◦ Work with his direct reports and DSRs in all trade sections to understand customer systems and needs. ◦ Recommend/develop action plan for local issues. • Reference point for communication of company plans and policies for his / her Area. ◦ Communicate with head office on product supply related matters. ◦ Interact with National Sales Manager on trade plan/initiative roll out. (feedback, field data, etc.) ◦ Handle administration of the area’s team. (Fundamentals, volume allocation, product allocation, etc) ◦ Analyze action plans and unit’s results on a monthly basis and update management with progress, through a monthly scorecard. • Train, motivate, supervise and lead the team to enable them to deliver business objectives. ◦ Identify personal development areas of his direct reports through PDR process. Prepare a plan to develop his team and increase their productivity. ◦ Conduct field training contacts with direct reports to check their coaching and selling skills. ◦ Conduct field training contacts with DSRs to assess their selling skills. ◦ Establish the team spirit by leading by example on principles, discipline and motivating people. ◦ Create excitement in the team by introducing a well balanced recognition program. • Recruit the best development prospects together with distributor and direct reports, with respect to the front line selling force.

Desired Candidate Profile

Minimum Requirements Education & Experience • Bachelor Degree/Post Graduate (preferably in Business) • 5-8 Years of experience in the relevant industry • FMCG experience Specific Knowledge • Leadership • People Manager • Problem solver • Analytical skills • Planning and execution skills • Follow-up • Written and verbal communication • Motivator