Area Sales Manager at Frutta Foods and Services Nigeria Limited

JOB SUMMARY

A key contributor to the business transformation and success of the business strategic sales plan with an effective regional sales force; demonstrating industry leadership in driving and achieving revenue, coverage, distribution, pricing, market share and brand building expectations.

JOBS & RESPONSIBILITIES

• Achieve set sales target of customers in dedicated channels and ensure achievement of targets in the focus channels i.e. Open markets, Bukas, HoReCa, Education (schools with boarding facilities), institutions with catering facilities etc.
• Recruit agreed number of Distributors as well as supervise all DB’s operators (Van Sales Reps) and attendants to ensure productivity and visibility.
• Drive coverage in dedicated channels - Open markets, Bukas, HoReCa, Education (Schools with boarding facilities) and institutions with catering facilities.
• Implement Channel promotional activities for all Frutta points of consumption and ensure prompt and accurate reporting.
• Support the Regional Sales Managers by providing feedback on customer stock requirements and usage/depletion.
• Conduct field coaching and trade visits with third party sales force in the channels to ensure flawless execution of our field sales plans.
• Participate in the Branch Weekly Operations Review, track channel and distributor performance, with clear analysis on sell-out activities and impact on branch performance.

JOB REQUIREMENT

Education: • B.Sc. degree or HND in any discipline.

Relevant certifications and training are an added advantage.

Work Experience:

• Must have a minimum of 5 years’ experience in Field Sales Management especially Out-of-Home Experience/ HORECA field Sales, Open Market, in a Fast-Moving Consumer Goods (FMCG) environment.
• Excellent communications, negotiation, people management skills.
• Excellent analytical and reporting skills.
• Valid driver's license.

Technical requirements:

• In-depth knowledge of Region and Nigeria markets for Juice and Beverages Product.
• Knowledge of Business strategy development, Distributor Management, Regional Operations, Retail, Open Market, Key Accounts, etc.
• Demand forecasting and business development.
• Good knowledge of channel structure and opportunities.

Person Specification:

• Building Collaborative and Healthy Relationships - Amiable enough to easily build productive working relationships with co-worker, clients and resources whilst valuing people of different backgrounds, cultures and demographics.
• Communication - Expresses ideas clearly and concisely; passing information (written and orally) to stakeholders appropriately.
• Self – Leadership and Accountability - Ability to take ownership and work with little supervision.
• Very keen on hygiene.

Required Skills & Behavioural Competencies:

• Product and Industry knowledge
• Competitor insights
• Strategic Thinker
• Analytical Skills
• Resilient
• Business Transformation and Change Advocate
• Leadership Skills
• Commercial Acumen
• Customer Management
• Negotiation Skills
• Selling skills
• Channel Strategy
• Exceptional Presentation & Communication Skills
• Excellent interpersonal skills
• An understanding of evolving business needs.
• Revenue Growth
• Coach, lead, motivates and inspires subordinates to achieve results.
• Lead by example.

Key Performance Indicators:

• Quality ratings of products as indicated in control reports versus specification.
• Number and complexity of consumer product complaints per month
• Loss of sales opportunity on account of low-quality standard