Regional Business Manager Job in Kenya

May 24, 2016

Regional Business  Manager - Kenya
 

GCF Job Level: Snr Re
 

Duration: Permanent
 

Position Reports to: Head of Sub Sahara Africa
 

Location: Kenya
 

Job Purpose: Management, development and growth of Country business and Distributors against set Sales and Marketing KPI’s and objectives.
 

 

Dimensions

• Joint Forecasting with Distributors


• Price model/ value chain


• Forecast control through Demand management and Distributors


• Regulatory compliance/ Local and in country requirements


• Supply Chain / Customs


• Finance – Debtor management


• Portfolio Marketing Managers


• Export controller / Permits/Orders


• SSA regional team

Main Responsibilities

• Manage and grow 3rd Party Distributors in market sales, distribution and merchandising in Country (Kenya, Tanzania, Uganda, Rwanda, develop Ethiopia and South Sudan).


• Set and manage (through the distributor) Key customer business account plans.


• Set with the distributor price model / value chain to achieve desired consumer price and optimize the distributor margin.


• Set and control firm order forecasts with each distributor.


• Managing distributor inventory levels as per the contract.


• Define, recommend & ensure execution of optimal Go To Market Strategy, key channels, key customers coverage & service requirements.


• Delivering the sales KPI’s (Sell in and In Market Sales).


• Manage sales department projects, new channels, new customers, new business or geographic development as identified


• Develop sales organization capabilities, cost optimization, sales incentives, best practices for distributors


• Manage budgets and monitor spend


• Set yearly JBP targets, by region, by Distributor, communicate and ensure plans to achieve set targets


• Develop all communication with Distributors, Key Accounts in country


• KPI’s and measurement tools to monitor performance/compliance


• Ensure achievement of in store execution excellence at POP (Look of success) with tools to track compliance.


• Identify range expansions through “Must stock lists” by Key account/ Channel


• Develop Distributor capabilities / Sales managers / Reps


• Training of distribution staff (Linked to Distributor capabilities program)


• Market / Trade Audits in country to identify market / Consumer changes and NPI launches


• Financial management of Distributors within Shipping and credit terms


• Ensure compliance to HCC guidelines.

Main Performance Measures:

• Achievement of sales and Profit Targets


• Achievement of Brand objectives


• Financial management – GP%, Debtors


• Forecast accuracy MAPE


• Distributor initiatives / Objectives


• BME Controls (Trade and Cash van Investments)

Knowledge / Experience / Skills Required

• Matric


• Business degree


• Minimum of 5 years’ experience in FMCG.


• Export experience in FMCG environment


• Proven track record in Distributor management (Kenya)


• Key Account management


• Basic Category management


• Multinational experience


• Strong command of the English language


• Good command of French and Portuguese (Market Specific)


• Integrity and compliance 100%


• Operating by him/herself, has self-driven and initiative to action


• Organization and scheduling skills


• Feedback on all issues


• Good business acumen


• Good communication and interpersonal skills


• Good negotiations and conflict management skills


• Team Player


• Be willing to travel / Away from home for extended periods

All qualified candidates should send their applications/CV to maureen@amsol.co.ke before 26th May, 2016. 

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