Regional Sales Manager- Wholesale at HRLeverage Africa

Job Reference indicator: RSM
Location: Nigeria
Job grade: Manager

Reporting Relationship

• Functionally reportsinto: Managing Director
• Administratively reports to: Managing Director
• Supervises: Regional Sales Team members

Job Objective(s)

• Represents the company to the distribution channel and the channel to the company in all sales-oriented activities
• Grow the base business,.i.e. growing new business opportunities(Volume and Value) in the named territory
• Tailor strategy and solutions to meet the needs of channel members and interface with marketing to understand end-customer needs and facilitate channel solution development to meet those needs

Duties and Responsibilities

• This role is responsible for executing long- and short-term Sales strategies across all channels of distribution and secondary outlets in the assigned territories or markets.
• Revenue accountability is associated with this role, and it will carry a direct quota
• Physically call on the qualified 3rd party outlets and retail chains to build long term working relationships.
• Work with these qualified 3rd party retail outlets for each chain to establish a strong in-store visibility for our products.
• Sell-in and coordinate promotional execution of the company’s retail outlet focussed programs.
• Advise account buyers of all media activity, national promotions, unique point of sale items, etc.
• Conducts scheduled & unscheduled visits to Channel partners as part of account coverage and to meet reporting requirements.
• Ensure the local channel partnershave the proper resources, tools, information, and monitoring mechanisms in place to ensure the sales objectives are attained.
• Acquire new accounts and new distribution outlets along with achieving volume and sales goals.
• Advise senior management of competitive pricing, promotions, sales trends and other competitive activity as well as a reasonable action plan.
• Collaborate with management to analyze brand sales by retail outlets to facilitate growth opportunities.
• Monitor retail outlets’ performance.
• Directs the sales operations in his/her assigned territories, working with wholesalers, stockists and retailers.
• Executes Sales programs to achieve targets or quotas as part of the organisation’s overall business objectives.
• Assist in the recruiting, training, and development of Sales Roles
• Typically manages business development executives directly
• Typical revenue responsibility will be determined by the National Sales Manager and or COO.

Key Perfomance Indicators:

• Net sales from Region
• Sales volume (SKU cases price x cases shipped)
• Operational Profit (COGS/Cost of Sales)
• Market Share in region
• % Revenue Growth (New Business) in Region
• New Outlets acquired
• New outlets on-boarded
• Sell-in value & velocity to Channel
• Sell-out value & velocity from channel
• % Staff Turnover of Top Performing Staff
• Forecast Accuracy
• % Revenue Forecast Accuracy – 1/3/6 month
• % Share of Wallet per retail outlet account managed
• Business Performance Reviews Conducted with Outlet owners
• Timely Reporting (Weekly/Monthly)
• % of sales reports on-time
• Sales Team Performance
• Sales Team Development Activities Conducted

Minimum Education Qualification

• Bachelor's degree
• Master's Degree an advantage

Required Experience:

• 5-6 years of sales experience in a consumer products company (FMCG) across multiple channels of trade, including wholesale and retail outlets.
• People management & supervision experience.
• 1 year of P&L, strategic planning, and/or budgeting experience. Experience with salesforce automation or CRM is essential to success

Required Competencies:

• Customer/Client Focus.
• Business Acumen.
• Results Driven.
• Communication Proficiency.
• Results Driven.
• Initiative.
• Presentation Skills.
• Technical Capacity.
• Performance Management.
• Leadership.
• Problem Solving/Analysis.
• Organizational Skills.
• Teamwork Orientation.