Area Sales Manager-Jimma

Purpose statement:ASMs will be working under the leadership of the Regional Sales Manager and have the responsibility of looking over the sales in the assigned area, distribution and customer service agenda for all distributors/ customers. The role is most focused on driving secondary sales (Sales from distributor to the general trade), make sure all distributors maintain the preset operation standard, facilitate the delivery from plant to distributor and to the customers. Their team comprised of mostly DSR (Distributor sales Reps) and their staff. They are responsible for the daily operation of all the distributors in their respective area.

Duties andResponsibilities:

• Follow up & manage mainly secondary sales (sales from distributor to the general trade).
• Clearly Communicate the sales performance report to sales team and distributors
• Supporting the distributor on sell out on the daily basis & follow up on time delivery of the primary orders.
• Closely working with sales coordinator.
• Achieves the Areass revenue and SKU target for all products by every distributor.
• Conduct weekly and month sales performance review with the distributor and the sales staff.
• Manages a team of distributor sales representative (DSR) to optimize the performance in their assigned territory.
• Works closely with the Retail Distributor help them & manage stock & order management, demand forecasting, credit management, profitability, sales team KPIs.
• Develops productive relationships with key retailers and wholesalers in the area to support the distributors business.
• Manage the key account customers found under every distributor.
• Help build RTM database based on market nature & support the distributor sales team with account development and maintenance.
• Follow up secondary sales reports and make necessary adjustment and actions (Call Rate, Success rate and strike rate)
• Analyze other KPI reports and take proper support and action.
• Provide competitor activity related inputs to the RSM & Trade marketing.
• Analyze monthly P&L review for all distributors and provide action plan for improvements.
• Prepare monthly collection plan as per the assigned target.
• Responsible for preparing weekly market visit plan and report for the RSM.
• Plan activities on daily, weekly and monthly basis.
• Monitors competitor activity in the territory and report back any key findings
• Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability.
• Conduct weekly and monthly meetings with DSR & Distributor Staff
• Managing e-mails and other communication mediums (telegram)
• Make sure all the resources are fulfilled by the distributor as per the standard.
• Provide downtime and undelivered orders on daily and weekly basis.
• Responsible usage of company resource. (Computer, Vehicle, Documents)
• 90% of working hours invested on physical market visit.
• 10% working hours invested on office/ paperwork (Report, data. etc.)
• Continuously coaching distributor sales representative and staff
• Manage the DSR & all the sales staff of distributors in the assigned area.
• Create a partner relationship with all distributors.
• Maintain good relationship with sales coordinators and drivers.
• Ensure on time incident reporting.

Qualification:

• BA Degree in Sales & Marketing Management field of study Minimum 5 years experience as Sales Representative or 2 Year as Area Sales Manager in FMCG industry.

Competencies:

• Attention to detail.
• Organization skill
• Communication Skill
• Result driven.
• Analytical Skill
• Planning skill
• Coaching skill
• People Oriented
• Teamwork