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Reporting line: Regional Sales Manager
Job purpose
• Ensure the management of Sales Team & Activities as agreed with Business plans within the assigned Territory (South East)
Key responsibilities
• Lead Sales Force Strategy together with management team to achieve the sales objectives for the sales area as set in the Business Plans
• Generate sales and contribute to the volume and profit of the company by planning, executing, and evaluating sales programs and activities in the area of responsibility.
• Build and nurture a high-performing field force that adheres to operational excellence, fostering a professional and effective work culture.
Job responsibilities
1. Territory and Outlet Management
• Develop and implement effective sales targets, incentive schemes, sales forecasts, and programs with a clear vision for short, medium, and long-term goals, ensuring alignment with the organization's vision, mission, and culture.
• Establish business strategies focused on sales revenue, profit, coverage, display, and growth in the assigned region to achieve these targets.
• Verify and approve the reports, purchase requests, entertainment, sales expenses suggested and submitted by staff. Ensure that all sales expenses are controlled and monitored against budget allocations and comply with Company s policies, regulations and local applicable laws.
• Analyze business results and opportunities, anticipate risks, and propose corrective actions to ensure planned outcomes.
• Manage the sales team in the assigned region to comply with the Master Coverage Plan (MCP), manage the installation of Point of Sale Materials (POSM), basic Call Procedures and Perfect Store (PS) standards.
• Ensure the sales team builds and leverages relationships with customers, particularly key accounts (wholesale and key customers), to meet sales targets.
• Manage the budget and profit and loss (P&L) to maximize investment efficiency in the assigned region, including resources and promotion programs.
• Prepare reports on market conditions, risks, business opportunities, and growth
2. Distributor Management
• Establish and allocate business targets for Sud-distributors within the assigned region
• Ensure Sud-distributors have adequate facilities, warehouses, financial resources, and stock to supply products to the market.
• Ensure product delivery is complete and timely with accurate invoices and pricing as per company requirements
• Ensure Sud-distributor compliance with the company's safety, explosion, and logistics standards regulations.
• Ensure Sud-distributor cooperation and alignment with the company in implementing programs and policies in the designated area
• Address Sub-distributors' issues by providing solutions to resolve and prevent systemic problems within the region
• Ensure Sud-distributors fully implement company-prescribed processes and policies for sales personnel
• Responsible for recruiting new Sud-distributors to meet business needs
3. Develop Self & Others
• Ensure alignment of key business objectives with teams as well as within the department
• Do top-to-top meetings with key customers and key leaders in assigned regions
• Recruit and train
Area Sales Managers (ASM) and
Sales Supervisor (SS) to meet company standards
• Assess and guide employees on daily, weekly, and monthly performance, providing solutions for improvement
• Conduct field coaching and training to enhance employees' skills and on-field efficiency. Ensure the use of coaching tools across all levels.
• Plan and manage the development of a talent pipeline in the assigned region
• Drive initiatives to develop sales and promotion programs, improving execution and results in the region.
4. Compliance
• Ensure personal and team compliance with company policies, procedures, and local regulations in assigned areas, including safety rules, and the Sales Code of Conduct.
• Requires a B2 driver's license to drive and travel to different provinces for work.
KPI
• Sales Volume Achievement
• Coverage & Distribution
• Customer Management