Regional Sales Manager at FAN MILK plc

Purpose

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

Principal Accountabilities
(IPE Factors: Impact & Innovation)

• Responsible for the achievement of  Volume/revenue targets 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 stock availability target is achieved.
• Ensure that customers keep products at right quality temperature.
• Ensure sales assets  functionality - Bicycle,  push cart, head box, freezers.
• Responsible for price compliance.
• Drive and achieve Bicycles, Pushcarts and other sales asset utilisation target.
• Take ownership of the systems, tools etc provided by Sales Capability Development Dept to develop your Sales Team and embed the way of working in them.
• Manage credit limits 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, i.e. Exclusive 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 / CDR per week. 
• Identify Talent in the team and retain them.
• Drive and monitor performance evaluation and coaching of SO & CDR.
• Identify the potentials of high performers and build on their strengths.
• Analyze and evaluate training needs/gaps of SO and CDR by conducting regular field accompaniment.
• Replace non-performers in the team.

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 provide written feedback -reports.

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 and Proactive.
• Minimum of first Degree in Business Admin, Marketing or other related discipline (2.2) or HND lower credit. Possession of MBA will be an added advantage.
• The Ideal person must have financial and business acumen.
• Minimum of 7 years post graduate managerial experience in sales of FMCG with multi-cultural/multinational environment of which at least 2 must be at Regional Sales Manager’s level.
• IT skills (MS office - PowerPoint, Excel, Word).
• Planning, organising and coordinating skills.
• Result oriented.