Fan Milk is West Africa’s leading dairy company producing and marketing healthy and nutritious frozen flavoured milk, frozen yoghurt, drinking yoghurt, ice cream and juice drinks through a unique vendor route-to-market model.
Job Title: Regional Sales Manager
Job description
PURPOSE
Lead and develop a team of Sales Officers with the purpose of influencing KPI Performance positively in order to achieve the Region business objectives.
PRINCIPAL ACCOUNTABILITIES (IPE Factors: Impact & Innovation) :
Responsible for the achievement of Volume target and other KPIs
Responsible for developing existing customers and recruiting new ones.
Responsible for ensuring improvement in the numbers of active vendors in assigned Region
Responsible for ensuring improvement in vendors daily sales
Ensure availability target is achieved.
Persuade customer to ensure product is kept at right quality temperature.
Ensure sales assets functionality – Bicycle, push cart, freezers and generators
Responsible for price compliance
Manage credit limit and debt to be within set target.
Responsible for the aggregate of the KPIs of his/her sales team.
Report : Sends Weekly and Monthly Sales Report
Mapping : identify and determine the right number of customers FT, Ex Agents & Agents required per territory; Vendors territory gap/coverage per territory ; Event coverage.
Responsible for coaching and the professional development of his/her sales team
Ensure understanding and execution of the commercial rules& guidelines
Develop the channel, customer, and vendors expertise of his/her team
Ensure increase in the number of Sales Point .
Constructively analyse and report competition activities.
Conduct Field Accompaniment with at least four SO per week.
Drives and monitors performance evaluation and coaching of SO.
Identify the potentials of high performers and build on their strengths.
Analyze and evaluate training needs/gaps of SO
Accountabilities
Ensure Region KPIs are achieved.
Drive a winning culture; lead coaching and coordinate weekly/ monthly Regional meetings and ensure target understanding.
POP Execution; conduct structured market visits and write feedback reports regarding outlet activations and sales operations.
PERFORMANCE MANAGEMENT (Key Performance Indicators):
Volume
Number of new customers
Active Vendors
Vendors Sales
Availability
Quality
Asset Utilization:
I. Generator Operational
II. Freezer Operational
III. Bicycle operational
IV. Push cart operational
Credit Limit/Debt Management
Price Compliance
Actual call vs. Planned call
WORK/BUSINESS CONTACTS AND AUTHORITY (IPE Factor: Communication):
Internal :
The entire sales team in the Region and all levels
Meet regularly with team and NSM in order to create a result-oriented, customer focused and accountable sales team in accordance with the Fan Milk policies and plans.
HR on sales staff and company policies
Finance on customer accounts etc
External :
FTs, Ex Agents , Agents Pushcart Agents and new Ex Agents
LEARNING & Career OPPORTUNITIES
In this position, the incumbent will have an opportunity to acquire skills and knowledge in the following areas;
Work as a team lead in a large organisation
In-depth business knowledge of Fan Milk business
Good (internal and external) communication skills
Business development skills
Career development programmes
CRITICAL QUALIFICATIONS/SKILLS/EXPERIENCE (IPE Factor: Knowledge)
The ideal candidate:
He/She must be driven to keep the process moving , an outgoing and convincing personality, with a sense of urgency, who can communicate at all levels and persuade key stakeholders in to the right course of action.
Leadership skills
Presentation skills
Personal Effectiveness/Credibility.
Business Acumen.
Problem Solving/Analysis.
Results Driven.
Strategic Thinking
Minimum of first degree in Business Admin, Marketing or other related discipline.
The Ideal person must have financial and business acumen.
Minimum of 5 years post graduate experience in sales of FMCG with multi-cultural/multinational environment.
IT skills (MS office – Powerpoint, Excel, Word)
Planning, organising and coordinating skills
Result oriented
REPORTING AND SCOPE: (IPE Factor: Knowledge/teams & breadth)
The position reports directly to the National Sales Manager – Outdoor
The scope of this position is (domestic )
Direct Reports – Sales Officer
Other Accountabilities:
Please note this job description is not designed to cover or contain a comprehensive listing of activities, accountabilities, duties or responsibilities that are required of the employee for this job. Accountabilities, responsibilities and activities may change at any time with or without notice.
How to Apply
Click here to Apply Online
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