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Regional Sales Manager (Zambia, Zim, Moz, Malawi, Congo) Job Vacancies

Job Title: Regional Sales Manager (Zambia, Zim, Moz, Malawi, Congo) 

Reports to:

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

  • 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
  • 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
  • Leadership Principles
  • Company Processes
  • Channel/outlet details and trends
  • Distributor related legal guidelines and basic finance
  • University Education
  • 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 quoting the position in the subject line. Kindly also mention your current/ last salary and benefits

Only shortlisted candidates will be contacted.

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