FMCG Sales Manager
Salary: 100-130K
Location: Nairobi, Kenya
The Position
The Sales Manager is responsible for providing on the ground leadership to maintain and grow our client’s prominent market presence in line with the organisation’s vision of strong leadership positions across categories and markets.
The Jobholder will be responsible for providing strategic direction in the
development of an efficient and effective management with a view to growing and
protecting volume sales, market share and profit, controlling and influencing
of key retail outlets, making in roads in new markets and maintaining the
preferred supplier status through customer service excellence.Salary: 100-130K
Location: Nairobi, Kenya
The Position
The Sales Manager is responsible for providing on the ground leadership to maintain and grow our client’s prominent market presence in line with the organisation’s vision of strong leadership positions across categories and markets.
The Sales Manager will be responsible for the attainment of the brand volume and value objectives, distribution and visibility objectives and training and development of the distributor sales team in the region. Of key importance will be the design and implementation of new sales channels in non-traditional markets in order to grow sales within existing markets.
As a key member of the executive team, the Jobholder will work closely with the marketing, finance and operations functions to improve route-to-market efficiencies and trade marketing effectiveness.
Reporting directly to the Managing Director, the Sales Manager’s key focus, are as follows:
- Research,
brand positioning and product development.
- Sales
team leadership.
- Distribution
channel management.
- Management
reporting and strategy formulation.
Key responsibilities include:
Research, Brand Positioning & Product Development:
Research, Brand Positioning & Product Development:
- Carrying
out market research, competitor and customer surveys.
- Managing
research & development and new product development.
- Developing
ideas and creating offers for direct Customers.
- Determining
price points and discount rates for range of products being sold.
- Analysing
sales statistics to determine sales potential, inventory requirements and
customer preferences.
- Representing
the company at trade exhibitions, events and demonstrations and actively
act as project manager for these opportunities.
- Proactively
developing the corporate image, reputation and brand of the compay.
- Developing
and maintaining visibility across all channels.
- Consulting
with department heads and other stakeholders to plan advertising and other
campaigns.
- Extensive
monitoring of customer preferences to determine the focus of sales efforts
Sales Team Leadership
- Recruiting,
training, coaching and motivating sales team.
- Enhancing
functional competence across all levels of in-house and distributor teams.
- Managing
sales targets on an annual, quarterly and monthly basis.
- Planning
and managing sales resources according to agreed budgets.
- Delivering
of rewarding incentive programs and motivate exceptional success.
- Managing
the internal communications and awareness of the company’s direction,
mission and objectives.
- Ensuring
clear and consistent communication between the Sales and Production team
to ensure accurate delivery on targets.
Distribution channel management:
- Establishing
effective route-to-market strategies.
- Developing
and managing key account relationships.
- Coordinating
sales distribution by establishing sales territories and goals.
- Monitoring
actual distribution or movement of a product to the customer.
- Advising
stockists and distributors on policies and operating procedures to ensure
functional effectiveness of the business.
- Selecting
and managing external agencies.
- Researching
and networking to expand the distribution network into new territories.
- Exploring
and researching new export markets and the governance parameters related
to these to set up new distribution channels.
Management reporting & strategy formulation
- Contributing
to the formulation of policy and strategy,
- Maintaining
and enhancing administration and relevant reporting and planning systems.
- Providing
accurate financial and management information to leadership to enhance
decision making and business processes.
- Preparing
budgets and approval of expenditures.
Experience & Background Needed
- A
Graduate with a minimum of five years experience in senior management
sales/marketing/trade-marketing in an aggressive, distribution-oriented
FMCG environment.
- A
Postgraduate qualification in sales/marketing will be an added advantage.
- Excellent
communication skills – both written and verbal. Fluency in both English
and Swahili languages
- Complete
familiarity with MS Office packages, Excel and PowerPoint.
- Proven
track record of consistent, high performance in sales, with strong
leadership qualities.
- Strong
business management skills and strategic planning skills.
- A
good understanding of brand management/market research.
- Cross-cultural
management skills.
- Excellent
negotiation skills.
- Excellent
resource management skills.
- Strong
motivation/coaching skills.
- Strong
communication and networking skills.
Other Vital Qualities
- Ability
to analyze market and competition; identify external threats and
opportunities and adapt strategies to changing conditions.
- Ability
to work in a dynamic environment in a small team and enjoy multi-tasking.
- A
leader who can inspire and motivate others to perform well and effectively
influence actions and opinions of others.
- A
practical, hands on results oriented manager who believes in being a role
model in order to gain respect.
- Credibility
and flexibility to deal with people at a variety of levels.
- Ability
to strive to achieve high quality results with persistently positive in
the face of challenges and setbacks.
- A
proactive, results oriented leader with an initiative to be innovative.
- Strong
commercial acumen and ability to see the big picture.
- Strong
interpersonal and influencing skills; ability to engage decision makers at
different levels as well as develop effective working relationships with
trade partners and other third parties.
- Culturally
sensitive.
- Must
be a highly adaptable and versatile individual, able to handle ambiguity
and work unsupervised in an unstructured environment.
Corporate Staffing Services
Suite 3, 13th floor, Development House, Nairobi.
Email: jobs@staff-kenya.com
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