Area Sales Manager-Dessie

Duties & Responsibilities:

.     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 Areas’s 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 distributor’s 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
•    Based on the market audit and analysis make sure the distributor to carry all stocks and fill gap accordingly
•    Conduct competitor related analysis with the help of marketing department
•    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 
•    Make sure all the reports from distributors are 
•    Evaluate market trends and gather competitive information, identify trends that effect current and future growth of regional sales and profitability.  
•    Conduct weekly and monthly meeting 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/ paper work (Report, data. etc) 
•    Continuously coaching distributor sales representative and staff
•    Manage the DSR & all the sales staff of distributors in the assigned area
•    Plan & Coach the sales team and provide clear and actionable feedback
•    Motivate the sales team and distributors to deliver business objectives
•    Create a partner relationship with all distributors
•    Maintain good relationship with sales coordinators and drivers

Qualification

• BA Degree in Sales & Marketing Management field of study 
• Minimum 3 years’ experience as Sales Representatives or 1 Year as Area Sales Manager in FMCG industry 

Competencies

• Results driven
• Interpersonal Skills
• Communications skills
• Analytical Skill
• Attention to Detail
• Planning Skill 

How To Apply

Qualified candidates who meet the above requirements can submit their CV and cover letter through ethiojobs.net by specifying the position and JOB ID in the cover letter.