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  • International Sales Manager at an FMCG Company Via Global Profilers

  • Posted on: 13 February, 2017 Deadline: 13 February, 2017
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    Global Profilers is a Recruitment & HR Services firm specialized in recruitment in Africa; we are currently looking for an International Sales Manager for our client who is an FMCG company.

    International Sales Manager (Africa)


    The International Sales Manager will be responsible for driving revenue & growth from respective country (ies) by increasing channel sales from existing clients as well as increasing distribution in untapped markets.



    • Translating the annual sales plan into quarterly and monthly, weekly operational plans and developing an areal scale, sales targets and volume goals for each product/brand, in consultation with the Regional Sales Manager.
    • Managing distributors to ensure primary the sales plan is achieved as per defined objectives
    • Positioning new product line/brand/SKU in the assigned sales zone/markets by direct interaction with key retailers and through Distributor's SOs
    • Ensure timely clearance of outstanding payments from distributors

    Customer Orientation

    • Ensuring new distributor on-boarding as per defined norms
    • Monitoring product movement at distributors by taking weekly updates from Distributors SOs of stock and sales orders
    • Creating area coverage expansion plan based on market intelligence and inputs from Distributors SO. Implementing the coverage expansion in alignment with company objectives and RSM
    • Capturing feedback of retailers on secondary scheme and distribution services
    • Resolving retailer complaints with company or distributor
    • Discussing service feedback with respective distributors as obtained from outlets
    • Timely resolution of key channel partner issues

    People Orientation

    • Defining tasks for day and PJP(Target, Scheme Comm. Etc.) for each Distributors' SOs
    • Mentoring and coaching Distributor's SOs
    • Evaluating Distributor's SO performance and creating customised action plan for each SO

    Internal Business Process

    • Conducting Retailer visits to observe product visibility, availability and merchandising utilization
    • Based on market visit highlighting gaps in market and developing an action plan with Distributor
    • Compiling market working reports from Distributor SOs and sharing with Regional Sales Manager
    • Analyzing competition and preparing action plans to counter competition
    • Communicating trade promotion schemes to Distributors
    • Preparing MIS reports for target vs actual sales and other objectives
    • Timely review of  monthly/quarterly performance with RSMs and distributors
    • Providing sales forecast support to RSM
    • Focus on implementation of company’s strategic objectives for assigned sales area

    Key Stakeholder Management

    • Internal: Internal RSM, Marketing Team, Corporate Communication & NPD Team, Production Planning & Logistics  Team, Distribution and Sales Support Team
    • External: Distributors, Retailers 

    Qualification and Experience:


    • MBA
    • 5 to 8 years of exp. in a Large consumer durable or FMCG company
    • Experience in local business development with exposure in channel/ distribution network.
    • Must have acumen in developing and managing distributors/ channel partner and identification of prospective retail buyers


    • Technical: Business Acumen, Selling skills, Market Knowledge, Analytical skills
    • Behavioural: Customer Focus, Collaboration, Adaptability, Result Orientation, Negotiation skills
    • Quantitative: Sales Volume/Value Achievement, % Revenue Contribution from NPDs Rs. Cr business from new Distr-Div. vs. target, PJP adherence, Average outstanding at end of each month as % of month's sales
    • Qualitative: Improve Adherence to Key Sales Processes, Coaching and mentoring provided to SOs, Competitor Analysis, Customer Service improvement.
    • Travel Required: 80%

    Method of Application

    Interested and qualified? Go to Global Profilers career website on to apply

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