Regional Sales Manager (FMCG) at Stresert Services Limited

REF NO: IT-RSM-25

Job Purpose: 

• The Regional Sales Manager’s purpose in his Region is to drive the most effective and efficient full service sales & distribution strategy of the company at both urban & rural markets within the North West, North East, and North Central regions of Nigeria.
• To implement a world class direct/indirect sales structure which effectively works to sell in and maintain optimum levels of stock at his targeted retail markets in the southern part of the country.

Scope: 

The Regional Sales Manager will be responsible for driving sales growth, developing and
 managing distributor relationships, and leading the sales team in the southern and northern region. The role requires strategic planning, execution of sales initiatives, and ensuring revenue targets are met.

Subordinates:

Regional Managers for Northen states of the federation

EXTERNAL RELATIONSHIPS:

• Retail Customers
• Wholesale Customers
• Consumers
• Government Regulatory Agents

INTERNAL RELATIONSHIPS:

• Sales team I Head Office
• Human resources department in HO
• Finance department in HO
• Supply chain department HO
• Sales team Regional Office

Essential Job Responsibilities:

• Provides quality leadership for all sales team in his/her region to achieve business objectives and sales targets.
• Implements a monthly regional sales plan with his/her sales team which will deliver projected volume ofgrowth and weighted availability targets through proper DSS and Wholesale initiatives and their management.
• Ensures sales reps, supervisors and have daily, weekly and monthly volume objectives and KPIs (key performance indicators) and that performance is tracked and reviewed daily.
• Takes an active interest in the top wholesalers in his/her region, ensures that these wholesalers have open communication lines to the RSM and makes regular calls to them to visit their warehouses and understand their market and trade opportunities. When necessary the RSM maybe required to directly manage these wholesalers.
• Implements a standardized Market Intelligence Report which will capture information through salesmen and supervisors and give feedback on this information concerning competition activities at retail & wholesale, pricing initiatives, unauthorized products and other product opportunities to the Head Office.
• Implements a daily and weekly planning and performance review schedules to monitor his region performance and find opportunities for improvement
• Ensures the proper use, management and maintenance of all company assets in his region.
• Takes initiative to develop his sales teams; identify both high and low performers and finds solutions to improving the value and performance of all his/herteam members.
• Manages all government related issues in his/her region to avoid operational issues.
• Identify new business opportunities and strengthen customer relationships.
• Monitor and analyze market trends, competitor activities, and consumer behavior.
• Implement and manage trade marketing initiatives to enhance brand visibility.
• Provide sales performance updates and strategic recommendations to management.
• Analytical skills

Qualifications:

• Bachelor\'s degree in Business, Marketing, or a related field.
• Minimum of 5 years of sales management experience, preferably in FMCG.
• Strong leadership and people management skills.
• Excellent communication, negotiation, and analytical abilities.
• Willingness to travel within the region.

Complexity:

• Able to set clear direction and communicate change
• Able to resolve conflicts and effectively solve problems
• Able to effectively coordinate the entire sales team in the region
• Able to motivate team members
• Able to accurately cascade sales strategies and programs(and/or new Company policies) to subordinates
• Able to develop and deliver training modules on relevant topics to the sales team at every level

Independent Thinking:

• Well-developed interpersonal skills and professional demeanor
• Efficient team building skills
• Ability to interact with any level within the organization
• Ability to self-motivate and multi-task and work independently or within a team