DESIGNATION: REGIONAL SALES MANAGER

REPORTS to : BRANCH HEAD

Key Contacts

Internal:

National Sales Manager, National Customer Marketing Manager, National Customer Development Manager Category/Brand Managers, Area Sales Manager, Sales Officer/ Senior Sales Officer, Regional Coordinators, Regional Distribution Personnel, Regional Finance Manager

External:

Distributors

Purpose of the Job:

The Regional Sales Manager is expected to manage and develop Regional Business by building category/size distribution and in-store marketing impact to maximize potential off-take in a defined Regional geography. The purpose is to implement the sales fundamentals, which drive our business. He is responsible for sales and volume growth with his customers via taking timely reporting from Area Sales Manager / Sales Officer, for building the categories in the area driving sell out whilst building the capability of his Area Sales Manager & Sales Officer via coaching and training.

Key Responsibilities:

1. Undertaking of full responsibility for the Sales plan fulfilment within Region.

2. Regional Sales Manager is responsible to track results in all the following areas: Distributor’s, Sales Officer & Area Sales Manager’s performance in all sales fundamentals; Analysis on growth potentials and distributor profitability; Analysis of promotional effectiveness; Long and mid-term Sales planning for given geography.

3. Align with Branch Manager & National Sales Manager/ other departments (Marketing) on overall sales strategy & align the specific distribution strategy to the overall Sales Plan. Provide the necessary customer/area information as a basis for overall Sales planning and strategic decisions. Align with Customer marketing and Customer Development team in order to ensure sales strategies are executed correctly.

4. Ensure required Stock availability at CFA’s by accurate forecasting and coordination with relevant Distribution Personals

5. Set and measure objectives for his/her direct/indirect subordinates and assess performance monthly.

6. Guide his/her Team to follow ‘Fair Trade Practices and Ethical Business Process’ in Region.

7. Recruitment, Training and Managing Area Sales Manager, Sales Officer and ISR/DSM to deliver Best in Class service, driving team motivations and development