Area Sales Manager at Recore Limited

Objective/Purpose of Job

An Area Sales Manager manages the development of his assigned area territory. The ASM is responsible for overseeing Sales Operations, Meeting Targets and Managing the Key Distributors in the Area. The Area Sales Manager is also responsible for formulating a strategic development plan for the assigned area.

The area manager job is likely to comprise many duties and responsibilities, but one of the key ones is the setting of sales and operational goals and expectations, and then ensuring that those goals and expectations are achieved through regular monitoring. This goes as far as overseeing the performance management of the entire Distributors team to achieve the desired results in supporting the business.

The Purpose of this position is to ensure that all customer service initiatives are in place, issues are dealt with quickly and courteously, and a well-organized and scheduled regular store visits to ensure compliance in all areas of customer service, store operations, and loss prevention. They will also be expected to train, challenge, motivate, encourage, and provide constructive guidance to store managers and the team related to all areas of effective operations.

REPORTING RELATIONSHIPS

Reports to

Branch Manager

Supervises

Sales Executive/Representative

JOB DUTIES / RESPONSIBILITIES / ACCOUNTABILITIES

Internally Relates To

The Branch Personnel

Externally Relates To

Distributors

Duties & Responsibilities

• Area performance growth in Value and Volume.
• Distributors Performance growth in Value and Volume.
• Proper management of Distributors Account, Business and Area.
• Drive Sales team to achieve a direct push of 60% of distributors’ volume through defined retail channels within the Area and balance through wholesalers.
• Effective coverage of Wholesale and Retail outlets in your area.
• Drive team to effectively execute Sales Drivers (AVQPPP) in outlets within coverage area.
• Enforce 100% compliance by sales team to company way of working. Each team member (Sales Executive or Sales Rep) to work for 6 days a week, adhere strictly to Permanent Journey Plan (PJP), visit 35 outlets per day, 210 outlets per week, achieve not less than 80% strike rate.
• Monitor your team's performance and manage them to achieve targets.
• Carryout Field Coaching and Accompaniment with at least 2 subordinates weekly with clearly documenting the observations – Good and area of improvement.
• Carryout regular spot-check of each subordinate at least twice in a month clearly documenting finding.
• Ensure close monitoring of distributors stocks and achieve zero incidence of product expiry.
• Ensure that FIFO principle is strictly adhered to in all customer outlets in your area.
• Ensure that products are stored properly in approved warehouse/stores and at the right stack-level. Such that products are not exposed to elements that will jeopardize quality standards nor generate ‘wet’.
• Keep up to date with products and competitor’s activities and report same to Sales Manager regularly.
• Enforce effective and efficient use of Redistribution Vehicles.
• Drive maximum distribution at minimal cost.
• Ensure effective utilization of all company resources allotted to your area.
• Education/Knowledge, Skills, Attributes, Experience & Other Requirements
• Education/Knowledge: HND, BSc in Marketing or relevant field
• Working Experience: 6 years core sales experience with at least 2 years as Area Sales Manager. Experience in the food and beverage industry is added advantage

Skills & Other: Interpersonal skills, Negotiating Skills, Marketing skills, Target Oriented

KEY PERFORMANCE INDICATORS

• Financial Targets
• Range and Value Sales
• Operational Targets
• Customer Management.
• Re-distribution & Retail Development.
• Stock and Asset Management
• People Management

PHYSICAL REQUIREMENTS

Location

Office-Based

Field-Base

WORK DAYS

Six Days