Territory Sales Manager Jobs in Kenya

Territory Sales Manager Jobs in Kenya


Purpose Summary

  • Developing and implementing effective sales strategies

  • Leading nationwide sales team members to achieve sales targets

  • Establish productive and professional relationships with team in assigned customer accounts

    Responsibilities and Accountabilities

  • Analysis and interpretation of sales data that aids in prompt and effective decision making.

  • Develop grassroots market so as to increase penetration from the current sales target to the set targets

  • Build a solid distribution network from the agents to the small retailers.

  • Management of the sales forecasting process (in conjunction with Marketing and Sales) that seeks to achieve the sales objective, proper product mix eliminates out- of – stock / Over – stock / obsolescence.

  • Timely liaison with the production staff to ensure they prepare the required product mix.

  • Prepare periodic reports for the management.

  • Review of monthly sales performance taking appropriate remedial actions where adverse sales variances are noticed to realign sales performance to required sales targets.

  • Sales Business Processes: Develop consistent sales process, policies, and rules of engagement, ensure these processes are enforced through the Sales Administrator.

  • Boosting sales activities to meet expected sales target, monitoring and evaluation and continuous improvements.

  • Recruitment of well resources agents/distributors

  • Monitoring of sales team performance to ensure they achieve set targets and operate within set guidelines.

  • Oversee the development of an up to date customer list that captures the sales activity of all retail customers thereby identifying opportunity and gaps.

  • Maintain strong, cordial relations with customers.

  • Conduct regular trade visits identify challenges in the market build relationship and realign sales team to achieve set objectives

  • Address sales challenges identified in the market during trade visits.

  • Capture accurate and reliable market intelligence for the assigned region

  • Overseeing customer’s accounts to ensure that the sales team keeps them within the approved criteria and corrective action is taken where applicable.

  • Ensure all retail customers carry adequate stocks to enable across the range pull through, by the sales representatives.

  • New business development. Entering into new markets and generating innovative ideas to capitalize on them. Increasing sales coverage area, strengthen presence locally and
    regionally

  • Managing distributors & recommending new distributor appointments in the region.

  • Ensure all orders are delivered on time and also ensure that customer complaints and queries are addressed promptly.

  • Overseeing timely debt collection with the help of the KAM.

  • Assist in optimizing investment in trade promotional activities focused on growth of more profitable account and administration costs and other approved accounts such as rebates, discounts, merchandising fees, advertising allowances.

  • People management: frequent engagement and constant evaluation of employee wellness.

  • Recommending on Sales Department training.

    Knowledge, Skills and Experience

  • A graduate from a recognized university with a degree in business related fields.

  • 7 years F.M.C.G experience in sales administration/Customer Service.

  • Knowledge of base-line general management (sales and marketing principles).

  • High level of numeracy and ability to understand and analyze.

  • Excellent communication, interpersonal and negotiation skills.

  • Bias for action (with positive return).

  • Computer literacy with fluency in major office software packages.

  • Exposure and experience with ERPs

    Working Relationships

  • Internal – Production Department; highly dependable on their efficiency

  • Accounts Department; management information for decision making.

  • Sales Department : Analysis of sales

  • External – Customers, distributors/agents. Sales outlets

    Sources of References

  • Company Directors

  • General Manager, National Sales Manager, Key accounts manager, Marketing Executive

  • Financial Accountant and Credit Controller

  • Operations Department,

  • Production Manager

  • Human Resources Department

    Key Success Factors

  • Meet sales performance targets

  • Growth of market segements

  • On time performance, work ethic and quality of the Sales Team

  • Monitoring of direct reports and peers

  • A motivated sales team

  • Supply Chain Management

  • Trend analysis & proposed action plans

    How to Apply

  • For more information and job application details, see; Territory Sales Manager Jobs in Kenya


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