Divisional Sales Manager (North/Southwest) at Phillips Consulting

Job Purpose
To plan, organise, administer, execute and achieve set objectives of each journey at key accounts, wholesale, retail, and consumer levels in the Regional Territory effectively without exceeding budgets. Being at all times accountable for human resource, company property, working equipment under your supervision and complying with company policy

Job Responsibilities;

Recommend,implement & deliver sales plan.
-Plan sales activities for the FMCG Sales Force through provision of sales information to compile JC activity marketing briefs for tentative and forward activities, prepare final plan instructions and Smarts for each Regional Team for communication at the SCM. Also prepares the Agenda and Journey activity plan for the TMs.

-Produce a coordinated plan that recognises seasonality category and channel broken down into brand focus priorities with budget and activities on a Journey basis by the middle of November every year.

-Identity successful sales strategies from Journey activity performance, coordinate with Marketing, Logistics & Finance for smooth and effective roll out of sales initiatives.

Deliver departmental performance in line with the agreed budget.
-Set clear performance objectives through daily productivity targets, given in a Journey wise use of time plan.

-Monitor performance against target criteria of sales managers, business development / executives through evaluation of weekly sales summaries submitted by every member of the sales team.

-Take relevant action through coaching, constructive feedback and if necessary the use of disciplinary measures to ensure performance levels meet the defined targets.

-Communicate Journey wise performance targets communicated for each team meeting. Actual sales performance of FT & PT staff to be communicated at SCM & TMs. Implement rewards and disciplinary measures.

Implement and deliver company policy across department.
-Involve HR to ensure the communication and good understanding of the company policies relating to work practices, professional etiquette, Health & Safety,vehicle responsibilities and dress code.

-Ensure branches provide access to company policy and each staff member to be issued personal copy.

-Handbook to be available at every branch and printed copy for each sales employee.

Responsible for maintaining department strength in line with the establishment. 
-Identify the work load and commensurate job roles to deliver the planned work.

-Communicate Sales Force HR requirements to MD and align with HR department to equate the strength to the establishment needs.

-Recommend amendments to establishment to optimize sales performance, evaluating existing and new branch requirements and opportunities.

-Ensures that the strength is in line with the establishment for the sales department personnel from the annual plan with suitably qualified, capable and motivated people. This means removal of the bottom performers to improve the average.

Recommends, implements & delivers department policies & procedures.
-Create department policy and procedures and ensure processes are in place for every member of the sales force to have access to and be informed of these policies.

-Put together and communicate departmental policies in a sales manual.

Responsible for department recruitment & training.
-Communicate recruitment needs to HR, identify 3 candidates for each vacancy, select candidate upon pre agreed criteria ( job role specification) and adhere to company pay structures.

-Identify training requirements, both for new and existing managers and staff for fundamental selling skills and also for specific Journey Action activities

-Preparation of candidates who are being promoted to the next level both in terms of job spec communication and investment of own UOT to demonstrate proper delivery of job responsibilities.

-Put together a training plan as part of the annual sales plan in November every year.

Ensures department delivers appraisal reviews.
-Devise Smarts that will deliver annual plan for each job role delivers.

-Communicate Smarts and performance expectations, plan in UOT appraisal time for self, direct reports and other department reviews.

-Ensure appraisal actioned for every designated level of full time employee on time and objectively.

-Ensures appraisals actioned are communicated to HR for personnel filing.

Generate accurate reports to meet department  & Company requirement.
-Daily Sales & Weekly reports to be submitted accurately and on time for review by line managers.

-Ensure market intelligence gathering is completed in a consistent format for easy compilation by marketing departments.

-Ensure all reports generated by sales for either sales or marketing purposes are completed accurately and on time

Requirements;
.First degree in social sciences or any related field
.Candidate must have worked in the FMCG sector
.8- 10 years experience in sales.
.A lot of travelling is involved.