Experience: 10 to 20 yrs.
KEY RESPONSIBILITIES
Sales Strategy and Implementation
Developing sales strategies and setting and agreeing on annual targets.
Developing and implementing regional sales activities with the aim of establishing a leading brand position.
Monitoring market trends and competitor strategies.
Ensuring that merchandising of products as well as market hygiene is according to standards.
Implementing, monitoring, and reporting on promotions.
Reviewing and adjusting forecasts and plans to ensure delivery of the strategy
Maintaining and enhancing administration and relevant reporting and planning systems.
Providing accurate financial and management information to leadership to enhance decision making and business processes. Identifying sales opportunities and planning for future needs related to the realisation of those.
Preparing budgets and approval of expenditures.
Trade Marketing, Research, Brand Positioning & Product Development
Carrying out market research, competitor and customer surveys.
Monitoring trends (markets and competitors) and sales process effectiveness.
Developing and supporting new product launches and defining go-to-market activities.
Working with retail and distributor accounts to develop targeted trade marketing programs to deliver superior sales at both trade and retail levels.
Engaging decision makers at different levels as well as develop effective working relationships with trade partners and other third parties.
Developing trade channels visibility materials as per brand.
Prioritizing trade channel activities for maximum returns.
Developing strategies and activities that help the company become the supplier of choice.
Identifying new channels opportunities for the companys brands for distribution and visibility.
Monitoring activities at the retail trade channel levels for the gathering of insight.
Managing research & development and new product development.
Developing ideas and creating offers for direct Customers.
Determining price points and discount rates for range of products being sold.
Analysing sales statistics to determine sales potential, inventory requirements and customer preferences.
Overseeing brand strategy with external agency.
Developing and maintaining visibility across all channels.
Extensive monitoring of customer preferences to determine the focus of sales efforts
Sales Team Leadership
Putting structures into place for the sales department.
Recruiting, training, coaching and motivating sales team.
Enhancing functional competence across all levels of in-house and distributor teams.
Planning and managing sales resources according to agreed budgets.
Delivering of rewarding incentive programs and motivate exceptional success.
Ensuring clear and consistent communication between the Sales and Production team to ensure accurate delivery on targets.
Career planning and management of team members.
Conducting performance appraisals and providing feedback on performance to team members.
Distribution Channel Management
Establishing effective route-to-market strategies for the modern and traditional trade.
Managing and developing distributors and channel partners through strong market knowledge and effective relationship building.
Coordinating sales distribution by establishing sales territories and goals.
Advising stockists and distributors on policies and operating procedures to ensure functional effectiveness of the business.
Selecting and managing external agencies.
Researching and networking to expand the distribution network into new territories.
Exploring and researching new export markets and the governance parameters related to these to set up new distribution channels.
Maximising market share through the development of strategic retail relationships.
Developing and managing key account relationships.
The Regional Sales Director will be responsible for the achievement of sales targets and distribution objectives for the East African region. Working closely with the Managing Director, the Regional Sales Director will put in place a growth strategy, marketing plans and sales targets and will be responsible for delivering against these.
Reporting to the Managing Director, the Regional Sales Director will be tasked with aggressively growing the business across the region using best practice tools, methodologies and out of the box innovative strategies. The job holder should have a successful track record of growing B2B and B2C markets in the FMCG sector in both modern and traditional market scenarios.
Some of the key focus areas for the position will include:
Reporting to the Managing Director, the Regional Sales Director will be tasked with aggressively growing the business across the region using best practice tools, methodologies and out of the box innovative strategies. The job holder should have a successful track record of growing B2B and B2C markets in the FMCG sector in both modern and traditional market scenarios.
Some of the key focus areas for the position will include:
- Sales Strategy and Implementation
- Trade Marketing, Research, Brand Positioning and Product Development
- Sales Team Leadership
- Distribution Channel Management
KEY RESPONSIBILITIES
Sales Strategy and Implementation
Developing sales strategies and setting and agreeing on annual targets.
Developing and implementing regional sales activities with the aim of establishing a leading brand position.
Monitoring market trends and competitor strategies.
Ensuring that merchandising of products as well as market hygiene is according to standards.
Implementing, monitoring, and reporting on promotions.
Reviewing and adjusting forecasts and plans to ensure delivery of the strategy
Maintaining and enhancing administration and relevant reporting and planning systems.
Providing accurate financial and management information to leadership to enhance decision making and business processes. Identifying sales opportunities and planning for future needs related to the realisation of those.
Preparing budgets and approval of expenditures.
Trade Marketing, Research, Brand Positioning & Product Development
Carrying out market research, competitor and customer surveys.
Monitoring trends (markets and competitors) and sales process effectiveness.
Developing and supporting new product launches and defining go-to-market activities.
Working with retail and distributor accounts to develop targeted trade marketing programs to deliver superior sales at both trade and retail levels.
Engaging decision makers at different levels as well as develop effective working relationships with trade partners and other third parties.
Developing trade channels visibility materials as per brand.
Prioritizing trade channel activities for maximum returns.
Developing strategies and activities that help the company become the supplier of choice.
Identifying new channels opportunities for the companys brands for distribution and visibility.
Monitoring activities at the retail trade channel levels for the gathering of insight.
Managing research & development and new product development.
Developing ideas and creating offers for direct Customers.
Determining price points and discount rates for range of products being sold.
Analysing sales statistics to determine sales potential, inventory requirements and customer preferences.
Overseeing brand strategy with external agency.
Developing and maintaining visibility across all channels.
Extensive monitoring of customer preferences to determine the focus of sales efforts
Sales Team Leadership
Putting structures into place for the sales department.
Recruiting, training, coaching and motivating sales team.
Enhancing functional competence across all levels of in-house and distributor teams.
Planning and managing sales resources according to agreed budgets.
Delivering of rewarding incentive programs and motivate exceptional success.
Ensuring clear and consistent communication between the Sales and Production team to ensure accurate delivery on targets.
Career planning and management of team members.
Conducting performance appraisals and providing feedback on performance to team members.
Distribution Channel Management
Establishing effective route-to-market strategies for the modern and traditional trade.
Managing and developing distributors and channel partners through strong market knowledge and effective relationship building.
Coordinating sales distribution by establishing sales territories and goals.
Advising stockists and distributors on policies and operating procedures to ensure functional effectiveness of the business.
Selecting and managing external agencies.
Researching and networking to expand the distribution network into new territories.
Exploring and researching new export markets and the governance parameters related to these to set up new distribution channels.
Maximising market share through the development of strategic retail relationships.
Developing and managing key account relationships.
EXPERIENCE & BACKGROUND NEEDED
OTHER VITAL QUALITIES
- A minimum of 10 years of sales experience within the FMCG sector preferably within a multinational and the Snack industry.
- A relevant Bachelors degree from a reputable institute, focused on Sales, Marketing or other relevant subjects.
- A postgraduate qualification or MBA will be preffered.
- Strong experience in the management of Key Accounts and Customer Management.
- Experience in the marketing arena of FMCG products is desired.
- Solid knowledge and understanding of the consumer market.
- Excellent knowledge of distribution channels, outlet details and trends.
- Budgeting skills and the ability to manipulate data to assess trends.
OTHER VITAL QUALITIES
- A highly driven, entrepreneurial self starter able to work hands on and deliver against plans.
- High level of team leadership and the ability to manage and develop team members.
- Excellent verbal and written communication skills and the ability to do high-level presentations.
- Knowledge of the demographic, economic and social environment and the ability to translate this information into consumer trends and impact on forecasting.
- Understanding and practical experience in the management of numerical, weighted and category based distribution strategies.
- The ability to collaborate with all stakeholders and be assertive when it is required.
- Strong learning orientation.
- Ability to integrate knowledge and understanding of business, commerce and finance.
- Ability to be a change agent who lead and support organizational initiatives alongside other responsibilities.
- Demonstration of knowledge of the market, competition and the impact thereof on profitability.
- Excellent planning and organizing.
- Results driven and oriented.
- Ability to work with no supervision.
- Proficiency in MS Office.
Contact Details
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