Distributor Development Manager at Grand Oak Limited

Purpose of Job 

• Implement and execute sales strategies and programs to achieve or exceed the sales objectives for each brand and the company in the Area. The incumbent is based at the Area Office and reports to the Regional Business Manager and works closely with the Logistics & Distribution Manager, including the HR & Admin Department.

Functionally reports to: Regional Business Manager (RBM)

Duties & Responsibilities

Achievement of Sales Target:

• Develop a sales plan & programmes to ensure sales objectives are achieved or exceeded
• Ensure proper budgeting control and monitoring of sales performance against plan
• Provide distributors and customers in the Area with information about new or improved products and services, price change to improve sales in the region
• Establish, maintain and expand the customer base

Revenue/Cash Management:

• Manage receipt of revenue from customers
• Ensure daily cash lodgement at the local bank
• Efficient control of cash and stock at depots/area
• Drive debt management strategies and efficient credit utilization by customers in the area

Channel Coverage:

• Ensure effective distribution infrastructure is in place with distributors to drive availability in retail outlets
• Put in place effective an coverage plan to ensure Grand Oak wins with wholesalers
• Proactively monitor each sales depot’s performance in terms of cost, sales and shares, towards achievement of plan and efficiency of resource utilization
• Ensure adequate product supply and optimum deployment of the distribution fleet
• Conduct regular market visits to check route coverage and competitor activities
• Develop and deploy tactical activation plans, which include but are not limited to monitoring in-bar activation & commando sales.

Strategic Support:

• Provide support for RBMs to ensure achievement of sales goals and objectives
• Execute sales promotional programmes on behalf of the RBM
• Ensure brand visibility to promote sales by liaising with the Marketing team, to ensure adequate marketing support by merchandising and promotions in the Area.

Reporting:

• Generate and analyze sales reports
• Provide periodic feedback to sales and marketing team on branch key performance issues

Stock Maintenance:

• Co-ordinate and follow up with the storehouse supervisor to ensure that adequate inventory stock of product is maintained, for the Area in order to meet sales delivery schedules.

Principal Accountabilities:

• Achievement of area sales targets together with territory sales target supervision
• Achieve retail outlet coverage and numeric distribution
• Area cost management and operations to achieve agreed fiscal target for the region
• Ensure strict adherence to the company’s sales operations policy to minimize company financial exposure
• Implementation of the company’s promotional/area specific program to achieve the agreed market volume for the brand
• Ensure distributor’s infrastructure is in place and working
• Develop effective coverage and loyalty scheme for strategic wholesalers

Job Requirements & Person Specifications

• HND/Bachelors degree in a related discipline
• 5+ years' of sales experience
• Good understanding of retail sales practices and processes
• Excellent interpersonal, persuasive and communication skills
• Strong business insight
• Good planning and organization skills
• Experienced coach with customer marketing exposure
• Experience in joint business plan development
• Proficient in Microsoft office (Excel, power point)