Regional Sales Manager at Westfield Consulting

 Our client, an FMCG Company, is recruiting qualified and passionate candidates to fill the position.

Job Purpose

• The experienced and results-driven Regional Sales Manager will maximize sales in assigned sales region through an effective and efficient execution of distributors’ business plans in line with organisation Scope and Customer Objectives and as well drive Distributor Management Best Practice in the areas of Situation Analysis, Selection & Appoint, Manage & Review, Terminate and Replace distributor. management.

Key Responsibilities

• To develop Regional business plan as input for the National business plan and Distributor business plan as input for the Regional business plan and as well as implementing Distributor’s business Plan to achieve Regional volume/value targets.
• Ensure achievement of agreed targets/KPIs (Efficient and effective coverage of all RELAVANT OUTLETS, ND & WD (Numeric and Weighted Distribution) objs, NPS (profitability), Real Internal Growth, Channel and Category Sales for the Region.
• Co-ordinate Regional Distributor sales teams, implement and review team sales training programmes and assist in their recruitment as well as update and measure performances of the Field Sales Organization Structure within the Region against defined KPIs.
• Collaborate with peer RSMs to share best practices within Field Sales, liaise with Accounts, Customer Team and Supply Chain/Logistics to drive regional promotional activities, Field Sales related initiatives.
• Ensure adherence to all Company principles and policies including work tool management, Trade Spend, Trade Terms, Safety and local regulations.
• Coach, motivate and develop Distributors’ and/ direct and indirect sales force.
• Ensure effective marketing of new offerings to drive sales.

Key Performance Indicator

• Target vs Achieved, Execution of DB Business Plan, Reaction to Competitors Activities
• Distribution, Market Share at Regional Level, Forecast Accuracy, Target vs. Actual performance (monthly/yearly)
• Team Efficiency and Effectives, Quality of Reporting and Trade Feedback.
• Flawless execution of activities/Number of initiatives implemented linked to the key outputs.
• NSM regimented field visit feedback
• Number of field coaching versus Plan, Performance and Growth Plan versus achieved

Requirements

• A good first degree in social/ Management/Marketing/Business Administration.
• Membership of any professional body is and added advantage
• Minimum of 4 years Marketing hands on work experience in a similar role in a related industry (FMCG/Food)

Knowledge:

• Core knowledge of responsibility role lines and results delivery.
• Good knowledge of interrelationship between sales and other supporting units (Sales, Accounts, Logistics & and other future units)
• Knowledge of core Business Processes (Outlet Census and Mapping, Route Planning and Alignment, Field Sales, Distribution Management, Field Coaching/Training, etc
• Knowledge of Market Intelligence Gathering and Channel and Shoppers Behaviour and Adaptation trends
• More than 4 years in sales or marketing, and over this period has successfully delivered on KPIs, especially top and bottom-line business results.
• Leads regional Field Sales function.
• Understands the roles and functions of supporting units (accounts, HR, etc)
• Has demonstrated success in a number of diverse sales roles.
• Demonstrated ability to motivate and develop people.
• Has ability to work with little or no supervision, show clear understanding of outlets coverage with mindset to lead in all outlets and be above competition.
• Quality reports.

Salary
Very competitive.