Regional Sales Manager Job Opportunity.

Our client is a global multinational Food & Beverage company, worldwide leader in most of its category portfolio. With global or local specific brands and products, the core focus is to meet the diverse needs and preferences of consumers all over the world.

Operating in Africa for more than 80 years, the Company has 5 markets within, the Equatorial African Region being amongst them. The regional operations are co-ordinated from Nairobi, Kenya to offer shared service across countries in Central, East, part of Southern Africa including the Island markets and Horn of Africa.

With this regional expertise, the Company aims at enhancing the business potential of this region, which is seen as an important source of future growth, and bring it up to the level of performance that the Company experiences in other regions of Africa and the world.

By reinforcing business and product categories focus, making operations more efficient, developing cross fertilization or enhancing peoples’ knowledge transfer and empowerment, this shared service expertise is expected to accelerate growth and meet the company’s high ambition for the Region.

Our client continues to be viewed as one of the leading global companies in Corporate Social Responsibility, particularly in the developing world. Being a committed leader in environmental performance, they ensure that natural resources are preserved and that waste management enjoys much attention in all operations worldwide. The company is an equal-opportunity employer with robust talent management policies, and systems. They value and reward individual and team contributions to business results.

Job Purpose
Reporting to the Commercial Business Manager, the Regional Sales Manager will strive to achieve sales target and 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; and execute the regional plan and strategy. He/she will lead, coach and develop 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 will also be a deliverable.

Responsibilities
Market
* Set the individual monthly, quarterly and yearly target for each Area or Sales Manager.
* Identify branch sales opportunities & potential for operational input, and plan for future needs.
* Develop branch sales strategy to be incorporated with Regional Plan.
* Ensure implementation of regional & channel strategy.
* Participate in operational discussion on volume & input with relevant teams.
* Monitor progress against Real Internal growth and trends (market, competitors).
* Ensure merchandising of company products and market hygiene according to organizations 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 materials efficiently according to Organizations guidelines and standards.
* Review & correct rolling forecast.

Distributor
* Manage and develop branch distributor in an active and profitable manner including 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 Regional Trade 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 and optimise expenditure of secondary sales force.
* Define Training Needs for the sales force, ensuring ensure adequate training evaluation is done and conduct performance evaluation of Sales staff within the branch, reviewing 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 Area Sales Manager (ASM) territories.
* Conduct regular meetings in most impactful, successful and cost effective manner.
* Coordinate correspondence and communication between Head Office and the team.
* Sign internal and external correspondence, expense, leave application and others.
* Undertake reward recognition and career planning for all sales staff.

Requirements
* Degree in Business Administration/Commerce or related field from a recognized university;
* Minimum of 5 years experience in Sales operations
* Strong Key account & Customer management experience
* Multi Functional exposure is desirable
* Market (internal/external) exposure required
* Working experience and/or knowledge of the East and Central Africa region
* People Management & Development skills
* Superior communication, problem solving and negotiation skills
* Ability to achieve results through others

How to apply:
Send your application including a cover letter indicating your desire to work with our client; a detailed CV highlighting relevant experience, details of current and expected salary, a daytime phone contact, email address, and the names of three professional referees by close of business Friday 3rd December, 2010.

Adept Systems
MANAGEMENT CONSULTANTS
P O Box 6416, Nairobi, GPO 00100
Email: recruit@adeptsystems.co.ke
Web: www.adeptsys.biz

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