Sales Manager

Type: Full Time Deadline: 0 months, 14 days
Category: Sales Location: Dar-es-Salaam
Other Categories: FMCG, Retail & Wholesale ,
Job Level: Manager

Roles and Responsibilities

Sales

  • Drive, integrate and support sales strategy and its execution.
  • Achievement of sales set targets on a monthly and annual basis.
  • Achieve increase in coverage (increase in terms of number of branches and accounts goods are sold to).
  • Monitor sales in our market to ensure targets and objectives are met.
  • Ensure optimal availability of products over long and short term.
  • Ensure Route to Market & Territory Management optimization.
  • Recommend the tools and resources required to achieve the launch objectives.
  • Maximize all opportunities in the process of closing a sale, contributing to an increased market share for the company’s products.
  • Contribute to delivering sales across all channels, not limited to one specific sector.

 Cash Collection / Finance

  • Manage Allocation of Customer Trade Spend and debtors book. Manage trading terms and condition per channel and improve CCS constantly.
  • Ensure cash collection as per agreed terms with customers (work and communicate closely with the company’s Finance dept).
  • Computing, preparing and authorizing credit and debit notes as required.
  • Effective financial management of expenses versus budgets.
  • Implement and control pricing in all channels, inside and outside of promotional periods.

 Visibility/Marketing

  • Drive and ensure strong in-store visibility and merchandising (working closely with the merchandising, sales and marketing team).
  • Ensure the company is the market leader in terms of both sales and visibility, in snacks and spices.
  • In every single supermarket, spices should have
  • Ensure the company is leader in Point of Sales visibility, including shelf space, product placement on shelves, additional visibility such as FSU’s, till-shelving, gondolas, ‘bins’, cross-category merchandising, etc).

 Leadership and Internal Relationships

  • To effectively develop and manage operational field sales force.
  • Motivation of Sales Force via Effective Leadership and Implementation of Incentive Programs.
  • Development and Measurement of Sales Force through regular Appraisal Reviews.
  • Develop tailor-made training modules in conjunction with HR Department.
  • Development of Internal Relationships with all relevant Streams (i.e. Finance, HR, Stores and Production).
  • Work within and lead the sales and support teams for the achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.
  • To Liaise regularly with other departments to ensure product availability in line with sales requirements.

External Relationships 

  • To liaise with corporate clients, build and develop working business relationships.
  • Development of customer relationships through regular operational reviews to ensure that stock availability, distribution and shelf management opportunities are grasped.
  • Conduct commercial calls to designated key accounts outlets on a regular basis, imparting the company’s product knowledge and in house training of both the company and supermarket staff.
  • To handle customer complaints and enquiries swiftly (working closely with the company’s customer service and quality control teams).

Reporting

  • Develop a process of regular communication of key reports to directors (and sales team).
  • Prepare regular reports and analysis on key account activities, with detailed analysis across segments, categories, retailers, etc.
  • To draw insight from quantitative data and transform in qualitative reports.
  • Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory.
  • Responsible for Dynamic Forecasting and Demand Planning.
  • Monitoring and Measuring Effective Implementation of Field Management Best Practices by Sales Force.

Educational Qualifications

  • Holder of a Bachelordegree from a recognized University in Business, Sales & Marketing or related field.
  • Masters Degree will be an added advantage

Experience Requirements

  • MUST Have 7– 10 years in experience in sales of FMCG products within commission incentive structure.
  • MUST Have Proven experience in FMCG Companies
  • Willingness to travel and work out of the office.
  • Proven ability to achieve sales quotas.

Competencies

  • Excellent interpersonal and communications skills.
  • Maintain contact with all clients in the market area to ensure high levels of client satisfaction.
  • Demonstrate ability to interact and cooperate with all company employees.
  • Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
  • Maintain professional internal and external relationships that meet company core values.
  • Proactively establish and maintain effective working team relationships with all support departments.
  • Should be highly motivated and aggressive sales person.
  • Should be presentable & well kept at all times.
  • Good and positive outlook towards job
  • Must have interest in growing with the company.
  • Strong understanding of customer and market dynamics and requirements

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