Head of Sales (Modern Trade)

Job Description

Vacancy: Head of Sales – Modern Trade

The incumbent will work closely with leadership teams from Sales, Marketing, Finance, Supply Chain Management and other functions within the organization.

Job Description: Candidate will manage & build strong business relationships with all the key Accounts in Hypers, class A supermarkets and key Institutions (HORECA) under his/her portfolio. Manage & oversee the profitability of business by developing long-term and short-term sales goals, as well as Modern Trade channel strategies.Key Objectives

Ensure 100% presence of all company’s products in all Modern Trade channels.(Hyper stores, Key Supermarkets and  HORECA Institutions)

Take full responsibility for the acquisition, development and retention of Modern Trade channels – Hyper Stores, Key supermarkets, and key Institutional accounts and works as their personal interface to the company.

Manage the customer action plan, and leverages all servicing and supporting units to realize its objectives.

Build long lasting preferred vendor relationships with key Modern Trade channels  and act as an indispensable service partner to them, Guarantee the quantitative and qualitative commercial objectives of the company through Modern Trade channels( Hyper  Stores, Supermarkets  and Institutional (HORECA) Sales ( turnover, gross margin, EBITA)

Define a strategy to continuously gain market shares in all Modern Trade channels.

Provide valuable inputs and market feedback to Head – Supply Chain for improving and optimizing the logistic processes in accordance with the company policy. This will include improving forecasting and warehousing apart from reducing logistics costs.

 Financial planning: prepare timely budget for the department.

Performance culture: role model a performance driven culture which builds: 

(a) Accountability and empowerment 

(b) Leadership Skills 

(c) Development of people 

(d) Innovation and action orientation.

Performance management. 

Establish a performance management and people development cycle for the business modern trade, financial, logistic, performance management, Key accounts and institutional sales.

Responsibilities: Responsible for implementing organizational strategy category wise and brand wise and driving profitable growths in all Modern Trade Channels.
 

Roles & Responsibilities:

Responsible for creating distribution network in key accounts and managing sales operation in the entire channel.

Design sales strategies in his/her area and implement the same as per the organizational objectives.

Provide strong leadership to the entire sales team and develop effective control mechanism.

Develop Modern Trade business, driving sales & merchandising across different modern trade channels.

 Ensure uninterrupted availability and visibility of entire product range in all Modern Trade chains.

 Define, execute local promotions and consumer & trade scheme, and manage trade marketing activities at chain/store level.

 Identifying trends in Modern Trade, study market info and translate this into a sales policy based on retail and competitor insights.

Establish business relationship with all the key retail chains.

Aligning the internal processes and systems to meet the needs of modern trade.

Take care of mapping / coding of old and new products at various Modern Trade stores.

 To feedback competitor activity and changing trends of the market sector.

 Developing action plan to increase sales.

 Meet and maintain monthly, quarterly and yearly sales targets. Ensure the achievement of sell-out target monthly, quarterly and yearly is achieved.

Establish sales targets, and make sales plans for every customer in modern trade in accordance with company sales and distribution strategy.

Assist in planning process of modern trade sales and merchandising by brand/ by customer.

Transmit the sales related information and policies from company to modern trade Managers, supervisors, promoters, & merchandisers; ensure their strict compliance.

Seek out and explore new sales, product and customer opportunities in Modern Trade channel.

Monitor sell-out by customer/ by brand/ by salesmen as well as market behaviors and competitors’ development to have timely and suitable reactions.

Analyze sales data to recommend, implement and administer methods and procedures to enhance the sales improvement of the company.

Negotiate terms and conditions of the contract with modern trade customers.

Manage customer credit terms and payments.

Establish and maintain the favorable relationship with major customers.

Responsible for containing account margin within set benchmark & negotiating for specific performance deliverables.

Ensure sales teams under Modern Trade are provided enough selling tools / facilities  and use them correctly and effectively; check modern trade Mangers / supervisors ‘field visiting plans and monthly expenses claims.

Develop effective sales teams; supervise personnel; coordinate all activities of Modern Trade in the entire channel.

Skills / Leadership Qualities:

Strong presentation skills and negotiation skills

Team management experience

 Knowledge of market, customer expectations and brand(s)

Track record of problem solving and analytical skills

 Mastering P&L account management

Strategic thinking skills

Sales ethics and sensitivity to legal issues and competition law

Ability to step back from the detail and take a “helicopter” view including being able to focus on the parts of the job that will make a real difference.

Successful track record of working with key Supermarkets as a modern Trade Manager, especially class A supermarkets and other blue chip FMCG companies.

Education and Experience for the Desired Candidate:

MBA in Marketing / Strategic Management.

8-10 years of experience in FMCG industries with 5+ years in modern trade.

Candidate should have exposure of Managing and handling Modern Trade in the entire country and those with international experience in Modern Trade will have added advantage.

 

How to Apply

If you meet the above requirements for the above positions, kindly send your detailed CV and application letter to Jackson.ouma@sall.co.ke on or before 24th April, 2015.

Kindly indicate the current salary and expected salary in your application letter. 

Only shortlisted candidates will be contacted.