Sales Manager
Our Client is currently looking for a Sales Manager to join their team. Your role will be to ensure the achievement of sales objectives, in terms of volume (market share), price and available services.
Duties to include:
- Sales Management
- Develop Regional Commercial strategy and communicate to Sales reps at least one month before end of year
- Guide sales reps develop respective area and customer action plans, monitor milestones and take corrective action where necessary
- Develop annual sales objectives and targets by rep and track achievement monthly.
- Monitor all sales KPIs regularly
- Manage performance of each sales rep through weekly and detailed monthly reviews.
- Develop team through joint field visits and coaching program in line with SFE guidelines <
- Monitor all reports in CRM (Call plans, call reports, customer complaints, pipeline reports……) and take corrective measures where necessary
- According to BU pricing architecture, propose the prices and discount rules for his/her customers and control their application by the Sales Representatives.
- Ensure that sales teams properly use all sales tools at their disposal.
- In co-operation with Finance, monitor customer solvency and control the application of credit terms and conditions.
- Allocate sales resources and technical assistance according to customer targeting and monitor calls against plan in accordance with the ABC model.
- In co-ordination with Commercial Director, manage the relationship and negotiation with local key customers.
- Monitor customer satisfaction and loyalty through BU indicators, propose and implement the necessary corrective actions.
- Ensure consistency of market demand and production forecast.
- Ensure the application of the companys Code of Business Conduct by Sales team.
- Develop safety awareness
- Ensure that the Internal Control Standards linked to sales operation are completely implemented and the related procedures are effectively and constantly respected and complied with fully.
- Customer Orientation Development
- Participate in the definition of BU sales strategy.
- Identify business opportunities and convert them into sales; propose local annual sales target.
- Review and update the local target and prospect customer base.
- Participate in the definition of BU pricing architecture.
- Participate in the design and implementation of the value proposition per segment (products, systems, services, partnerships, distribution/delivery, pricing, communications, etc).
- Propose and implement customer driven sales processes.
Relations With Other Functions
- Work in close co-operation:
- With Marketing, to ensure in-depth common understanding of market and customers, and effective daily cooperation of all functions
- Plants for production adjustment
- Logistics to optimise transport and delivery
- Finance to check application of credit terms, conditions and payment
- Participate in experience and best practice sharing with other Sales Managers in other BUs in the region
- Organization and People Development
- Regularly assess skills and recommend training needs by rep to HR
- Improvement of the Sales Organization.
- In co-operation with HR, manage the sales team in terms of: propose recruitments, compensation and career development of his/her subordinates.
Key Skills/ Qualifications
- Experience in distribution industries e.g Fuel, Fast Moving Consumer Goods industry is an added advantage
- Knowledge of retail markets is key
- Demonstrable experience and proven track record of managing sales force and developing new markets
in competitive environments. - Job profile will require good knowledge of Excel and PowerPoint is a requirement.
- Degree in Marketing, Business Administration, Civil engineering. Membership of professional marketing body such as Chartered Institute of Marketing is an added advantage.
How to Apply
To apply please contact zambia@recruitmentmattersafrica.com with a current copy of your CV and your salary expectations.
