Job Title:         Head of Sales

Department: Sales and Marketing

Reports to: General Manager (GM)

Supervises: ASM / Marketing Manager / Sales Coordinator/ Distribution Manager/ Sales Reps / KA

Job Purpose:

Take ownership of the business’s performance, RTM/distribution decisions, manage and lead the sales teams to deliver sales volume and category targets. Support the Area Sales Managers, Sales Reps & Customer Representatives to ensure target achievement of sales volumes, merchandising standards, customer service delivery and Local accounts management within the country, with market intelligence report on competition movements & strategy.

Ensure RTM optimization and efficiency across all towns, villages and areas to ensure numeric and weighted distribution targets are delivered in a cost-effective way.

Responsibilities

Sales

• Ensure Target Achievement of all Goals and Volume Budgets set for the country.
• Analytical and insights led decision making.
• Range selling, through the correct pack and flavour mix as per the budget.
• Implement merchandising standards as per guidelines.
• Route riding with the team, ASM’s and Sales Reps to supervise and coach on practice of the ‘Standard Call’.
• Create New Opportunities and align GM for support.
• Ensure Target Achievement of all Goals set for the country.

Customer

• Plan, Organize, Co-ordinate, Control and Execute Core Work (Sales, Merchandising, Distribution, Account Management & Coaching).
• Expand the market with Horizontal & Vertical activities, across Urban and Up-country locations.
• Track Customer Sales and take corrective action.
• Visit the Trade daily to understand Customer needs, market, and industry trends.
• Maintain customers and market historical data.

Consumer

• Look for opportunities to increase brand presence and visibility in the market
• Create opportunities to increase consumption.
• Recommend platforms where business meet the consumers.

Distribution

• Make corrections by tracking KPIs and thereby improving distribution and availability of our products & packages.
• Supervise daily settlement in full and collection of payment by all Customer Representatives.
• Work with sales coordinator and assist and co-ordinate and approve load requests.
• Check to ensure effective maintenance of Route/Customer Cards/Files/Books.

Resources, Records & Presentations

• Identify, Allocate, Track & Evaluate resources to maximize sales.
• Keep details of Customers, Assets, Signage, by Route & Area.
• Review and analyse the data available and collected.
• Provide feedback, make presentations & enable corrective actions.

Training and Problem Solving

• Coach Sales Team of ASMs, Sales Reps and Helpers through classroom sessions and demonstration in the marketplace.
• Attend all Training programs and improve Knowledge, Skills and Attitude.
• Conduct Sales meetings daily, weekly, and monthly and facilitate problem solving.
• Organise quarterly comprehensive training through sales trainers

Qualifications

• Bachelor’s degree in business related fields. i.e Business Management, Business Administration, Marketing, Sales, Economics.
• Master’s degree in relevant business degree (Desired)
• 5-8 years working experience in similar role in FMCG.
• Excellent understanding of the organization’s goals and objectives.
• Strong understanding of human resource management principles, practices, and procedures.
• Strong understanding of project management principles.
• Strong leadership skills.
• Excellent written and verbal communication skills.
• Excellent interpersonal skills.