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.
You can also visit www.kenyanvacancies.com for more jobs
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.
You can also visit www.kenyanvacancies.com for more jobs
