Regional Sales Manager at Sigma Qualitas Limited

Job Description
Core Job Functions / Responsibility:

• Lead and develop a team of Sales Officers with the purpose of influencing KPI Performance positively in order to achieve the Region business objectives.

Primary Activities

• 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:
• Generator Operational
• Freezer Operational
• Bicycle operational
• 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 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):

• 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 and Personal Effectiveness/Credibility.
• Business Acumen, Problem Solving/Analysis, Results Driven, Strategic Thinking
• Minimum of first Degree in Business Admin, Marketing or other related discipline (2.2) or HND lower credit.
• 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 - Power point, 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

Job Requirements and Skills

• Graduate Qualifications: A First degree B.Eng, BSc, BTec, Science or Technology Only from a recognized University REQUIRED.
• Post Graduate Qualifications: Master's Degree or Post Graduate Qualification would be of ADVANTAGE.
• Previous Work Experience: Work experience ideally within an FMCG Environment REQUIRED.
• Experience: 12-15 years’ work experience ESSENTIAL.
• Certifications and Training Requirements: Relevant Certifications would be of ADVANTAGE.