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
go to method of application »
Objective/Purpose of Job
A Key Account Manager manages the development of his assigned area territory. The KAM is responsible for overseeing Sales Operations, Meeting Targets and Managing the Key Distributors in the Area. The Key Account Manager is also responsible for formulating a strategic development plan for the assigned area.
The Key Account 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.
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
Key Account Executives
JOB DUTIES / RESPONSIBILITIES / ACCOUNTABILITIES
Internally Relates To
The Branch Personnel
Externally Relates To
Distributors
Duties & Responsibilities
- Develop Modern trade coverage footprint across your branch.
- Manage Key Account Executive Handling Modern Trade, HORECA.
- Develop relationships with a Modern Trade, HORECA and other key outlets & ensure product placement and visibility.
- Acquire a thorough understanding of key customer needs and requirements.
- Expand the relationships with existing customers by continuously proposing the activities suitable for the betterment of Availability, Visibility & Acceptability by the end consumer.
- Ensure the correct products and Packs are delivered to customers in a timely manner and as per PJP and at the right price.
- Serve as the link of communication between key customers and the company.
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust and business relationship.
- Play an integral part in generating new sales that will turn into long-lasting relationships.
- Do tie ups for the product placement, merchandising and sampling drives time to time.
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
- Ensure timely release of payments against the supplies made as per the agreed payment terms.
- Ensure the placement of coolers at the strategic place and all stocks are displayed as per planogram.
- Do a joint business planning with key account – on Sales planning, Key products, Display initiatives – Gondola Branding, Floor displays, Sampling drives etc.
- Make joint business plan with key accounts in terms of volumes, Activation, Sampling and cross promotions etc.
- Education/Knowledge, Skills, Attributes, Experience & Other Requirements
- Education/Knowledge HND, BSc.
- Work Experience: 6 years core sales experience with at least 2 years’ experience as KA Manager
Skills & Other: Smart, Leadership skills, Interpersonal skills, negotiation skills, Marketing skills
KEY PERFORMANCE INDICATORS
- Financial Targets
- Range and Value Sales
- Operational Targets
- Customer Management.
- New Customer tie up Target vs Achievement - Key Channels
- Stock and Asset Management
- Assigned Stores Scores Improvement Vs LY
- Price Compliance Adherence
- People Management
PHYSICAL REQUIREMENTS
Location
Office-Based
Field-Based
Work Days
SIX DAYS-Mondays to Saturdays
go to method of application »
We are recruiting for a client in the Food and Beverage industry.
Requirements
- Minimum of 3 years core sales experience
- Proficient in tracking sales outcome and report
- First degree in Marketing, Business Admin or relevant field
- Proficient in Ms Office suite particularly word and excel
- Experience in the FMCG space is required
- Experience in the beverage industry is added advantage
- Database management skills
- Analytical and problem solving skills
- Young and agile
- Must be willing to travel as required around south western states
Workdays: Mondays through Saturdays
Salary range: 50,000-70,000 monthly gross
The applicant must be resident in IBADAN
Gmail
Yahoomail