Regional Sales Jobs 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 Requirements
Technical / 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.

To Receive daily jobs In Kenya in your inbox,please subscribe here below. This entry was posted on Monday, December 6th, 2010 at 3:22 PM and is filed under SALES & MARKETING. You can follow any responses to this entry through the RSS 2.0 feed. Responses are currently closed, but you can trackback from your own site.