Regional Sales Manager
IFFCO
Job title: Regional Sales Manager
Company: IFFCO
Job description: Job Summary
- To work in close coordination with the Head Sales and help the organization achieve its monthly and annual sales volume, value and profitability targets for General Trade Channels.
- To manage key client relationships and explore new business opportunities
Roles & Responsibilities
- Support the Head Sales in developing sales strategies to increase market share and profitability on a sustainable basis in line with the business units annual business plan
- Support the Head Sales in development of the channel strategy to ensure further growth and penetration of the general trade channel Operational
- Drive channel sales for the business unit and ensure the achievement of monthly, quarterly and yearly agreed upon annual sales budgets by category / brand Implement and manage general trade sales forecasting, planning, and budgeting processes and achieve budgetary goals for revenue and cost
- Ensure proper accounting for channel sales results and prepare regular reports on sales performance for the Head Sales review
- Establish high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches
- Launch NPD in line with company strategy and drive the team to achieve the value and volume targets
- Manage the collection of receivables from the market and ensure smooth sales transactions
- Conduct weekly, mid-month and monthly sales review / collection review meeting involving AM/JMs and sales representatives and push them to achieve the targets Identify opportunities for improvement of sales processes, sales automation and strategies and ensure their implementation in a seamless manner
- Develop reporting tools and mechanism to ensure on time and accurate reporting of sales by sales force Co-ordinate with various supporting departments such as planning, IT, warehouse and supply chain to ensure the availability of optimal stocks/promotional schemes to facilitate sales force
- In close co-ordinate with the Sales Head devise mechanisms to reduce damages / expiries and sales returns from the market
- Develop local marketing / promotions strategies for specific areas to build consumer preference and drive volumes of business
- Support the Head Sales in creating measurable targets – quantitative and qualitative targets for different products and corresponding SKUs for the retailers and distributors in the region
- Establish a channel sales force training plan focused on developing and reinforcing critical sales competencies
- Analyze market trends and behavior to uncover new business and sales opportunities and provide the inputs to the Head Sales for further action
- Prepare and issue sales materials, exhibits and promotion programs and ensure smooth delivery of the same
- Maintain positive relations with partners, vendors, and distributors and represent the company at various community and business meetings People Management
- Allocate work to subordinates, nominate for training as per guidelines, conduct performance reviews and manage leave and overtime to ensure efficiency.
- Mentor and motivate team members to improve their productivity levels
- Participate in the identification of training and development initiatives for all subordinates
- Drive the engagement and satisfaction of the team through holding periodic meetings to discuss the achievements and address any employee issues and/or concerns. Build an effective, efficient and motivated team
- Supervise direct reportees in their day-to-day tasks and guide them in managing their performance by providing appropriate feedback and counselling. Provide recommendations to HR on hiring and promotions
KPIs
- Sales target achievement
- Market share
- Profitability
- Days sales outstanding / receivables
- Achievement of OSA
- On-time in full customer order delivery rate
- Cycle time – customer order processing
- Customer satisfaction score
- Adherence to budget
Work experience requirement10+ years of experience in sales managing General Trade channels in FMCG organizationsQualificationMBA or Post Graduate Diploma with a specialisation in business from a reputed universityCompetenciesOwnership & Result OrientationBusiness AcumenSales PlanningConsumer Insights and MarketingBusiness FinancialsChannel ManagementSelf and Team ManagementPlanning & Decision MakingStrategic ThinkingChange ManagementBusiness Unit: Personal Care- Pakistan (PKBU03)Business Group: IFFCO Pakistan (Pvt) Ltd (PK01)
Expected salary:
Location: Pakistan
Job date: Tue, 31 Dec 2024 04:28:00 GMT
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