Regional Business Manager at Grand Oak Limited

Purpose of Job:

• Develop Sales strategies and programs to achieve or exceed the sales objectives for each area to ensure achievement of set turnover and profitability of the region

Key Responsibility:

Strategic Sales Management:

• Forecast sales for the Region in alignment with company goals and sales trend of the region
• Set sales target for each area within the region - Ensure products are available in the right mix in all areas to meet customers demand
• Monitor region’s revenue and cost to achieve regional profitability - Analyze sales achievement report to address situations leading to unfavorable variances
• Provide necessary logistics support for sales force along with exemplary leadership and motivational focus to the Area sales team.
• Recommend product lines by identifying new product opportunities, and/or product, packaging, and service changes;
• Survey customer needs and trends
• Track competitor’s performance & products with a view to developing the right strategies to position the company
• Elevate existing distributors to Sales Partners based on performance
• Supervise existing sales partners performance & provide
• support where necessary
• Guide TMs to develop & expand customer base
• Collate & analyze reports for monthly sales & marketing meeting

Stock Management:

• Ensure adherence with stock policy in all areas
• Manages stock & its distribution in all areas
• Approve stock requisition & analyses region weekly stock position

Cost Management:

• Prepare annual budget, forecasting expenditure, annualize variances and initiate corrective actions
• Scrutinize expenditure in line with budget guideline before approval for payment
• Ensure credit policy is adhered to and monitor credit facility for each credit customer
• Recommend credit limits for customers

Coaching & Mentoring:

• Hold meeting with TMs on a monthly basis to review monthly area performance
•  Accompany TMs to trade to review, train and advise on managerial abilities
• Ensure all sales team members carry out respective responsibilities
• Make unscheduled visits to area offices to spot-check processes

Training

• Identification of skill gaps in sales workforce through accompanied market visit for the purpose of creating Individual Development Plan(IDP)
• Determine, source & deploy sales training programmes in conjunction with BH & HRM with approval of FH Director
• Evaluate the effectiveness of training on business through routine market visits
• Review of post training evaluation provided by HR with a view to providing concrete feedback to the respective RBMs & BH for the purpose of periodic performance assessment, marking a copy to the FH Director
• Building & sustaining value-based capability of the sales team in order to ensure they excel in modern day sales space

Qualification & Experience

• Minimum of 8 year sales experience
• HND/BSC degree in any discipline
• MBA is an added advantage

Skill Requirements

• Being conversant with sales practices and processes
• Excellent leadership, interpersonal, persuasive and communication skills
• Good planning and organizing skills
• Self driven, aggressive, energetic and stress tolerance
• Excellent customer management and problem solving skills
• Good Microsoft Office Skills

Principal Accountabilities:

• Achievement of regional sales target
• Mobilize and coordinate the entire sales force to meet and exceed the 100% set target for the region
• Give timely customers feedback to the management in areas of their demands and product complaints
• Prepare communication analysis and activities within the region aid strategic decisions
• Control cost of operation within budget limits to attain regional profitability
• Communicate adequately all necessary information to the sales force promptly to assist them in their activities
• Develop subordinates for effective performance and future job opportunities
• Analysis of weekly/monthly/ quarterly sales figure