Sales Area Manager

Job description

PRIMARY FOCUS

To execute the NVL sales plan and manage daily operations, implement sales strategies and programs, to
achieve or exceed the sales targets and objectives. You are responsible for the performance of your team
and for ensuring that everyone within the team reaches their targets.

PERFORMANCE REQUIREMENTS AND TASKS:

Strategy, Planning and Reporting

1. Manage the sales in your allocated area and ensure deliverables are met.
2. Manage the implementation of the company sales strategy, policy and operations to ensure the short and long term targets/ objectives are met for your area by aiming to achieve or exceed the sales targets
3. Analyze sales statistics in line with budgeted expectations to determine status and in the case of negative movement take corrective action to realign with objectives.
4. Assist in establishing sales budgets and targets geographically, monthly, weekly and daily in regards to product type and size as stipulated in the sales plan.
5. Participate in product development, identify new business opportunities and collaborate with the marketing team to ensure that marketing strategies are met.
6. Develop and maintain an efficient and effective distribution system.
7. Provide timely and accurate reports and analysis relating to:

Product performance /- Route performance/- Staff performance
Sales performance against targeted performance.
Identify weaknesses and shortcoming and execute measures to rectify these.

People & Leadership

1. Prepare daily, weekly and monthly action plans, with sales coordinators and clearly communicate these to sales men and review and assess progress on these action plans.
2. Assist sales coordinators to prepare their daily, weekly and monthly action plans, and review and assess progress on these action plans. (Sales statistics are updated daily and a therefore must be reviewed daily).
3. Manage and instruct the coordinator ensure that they carry out their daily tasks of guiding and instructing teams and route sales men in their daily, weekly and monthly tasks, and review and assess progress on these tasks to conform to plan.
4. Ensure sales procedures and instructions are clearly given and understood and followed
5. Ensure that sales teams use the first in first out system for both stock and orders.
6. Evaluate the sales team members and ensure that the team maintains the right caliber of staff.

7. Actively participate in conjunction with the administration department in staff transfers, recruiting discipline and dismissal. Ensure correct staff placement within the department.
8. Ensure staff are suitably trained, in conjunction with the administration department, to meet all job requirements.
9. Provide leadership so that staff are well motivated to perform to the best of their ability.
10. Ensure compliance with the all company procedures, company manual and code of conduct.
11. When required participate in disciplinary and grievance proceedings.
12. Assign tasks to and supervise all merchandisers in your area.

Sales & Customer Liaison

1) Ensure that all customers allocated in your route are serviced on time.
2) Create new markets by close interaction with existing and potential customers through visits, cold calling and E mails, establish customer specific needs and anticipate new opportunities.
3) Visit all your customers at least once a month to ensure supplies are being serviced.
4) Deal with any customer complaints regarding product and service delivery quality.
5) Collaborate with marketing team to ensure adequate marketing support is available to promote brand visibility enhanced market position and promote sales in the market.
6) Ensure that the company’s products and services are available when and where they are needed in the most efficient manner.
7) Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.

Competitor Analysis

1. Keep updated with what competitors are doing in the FMCG industry.
2. Set out clear methods and systems for coalition and analysis of competitor information and take appropriate measures to counter competitor activities.

Logistics and Operational Tasks
Check all customer outstanding deliveries Daily.
Create new customers and ensure all are fully created in
Navision

Daily.
Review the customer map visitation reports Daily
Verify debtors position with accounts department Daily
Assist with difficult account debt collection Daily
Customer and market visits Weekly
Review route performance including provision of GPS coordinates

Weekly

Review Sales budget Monthly

3. You must have full knowledge of NVL products and markets.
4. Keep up to date your knowledge on the computer systems used by the sales department.

5. Collaborate with other heads of department to access necessary support to maximize the department’s performance.
6. Co-ordinate and follow up with the wet stores supervisor to ensure that adequate inventory stock of product is maintained in order to meet the sales delivery orders and schedules.
7. Actively participate in coordination of debt collection in conjunction with the accounts department to ensure that no account goes over a 60 day payment period, with an aim to operating all accounts under 30 days.
8. You will manage vehicle usage to ensure that the mileage used translates back into income earned and ensure that the appropriate vehicle is assigned for the appropriate tasks.
9. You will ensure that motor vehicles are not overloaded and are in compliance with road weight regulations whilst ensuring maximum utilization of vehicle capacities.
10. You will make sure that all vehicles are roadworthy and have all required documentation, i.e. licenses, insurance, fitness.
11. Ensure only appropriate staff handle motor vehicles.
12. Ensure all department activities are in conformance with Zambian Law.
13. Assist in any other activities as may be decided by the Sales and Marketing Director

Key Requirements

Minimum of 2 years working experience in a sales/marketing management position, preferably of fast moving consumer goods.
Driver’s License with at least 2 years driving experience.
Minimum qualification of a Bachelor’s degree or its equivalent in Sales and Marketing or closely related field.
Up-to-date with the latest trends and concepts in sales and marketing.
Must be prepared to travel.
Must practice discretion, maturity and professionalism.
Computer Literacy with proficiency in Microsoft Office.
Excellent written and verbal communication skills in English.
Provide clear and concise, relevant, timely reports.
Work well with and effectively lead the sales team.
Handle stressful situations.
Exhibit excellent sales and negotiation skills
Good interpersonal skills
Strong assertiveness and confidence.
Ability to develop in-depth knowledge about products and markets. Strong attention to detail with ability to plan, organize, prioritize and multi-task
Must treat all information with utmost confidentiality.