Regional Sales Manager

Job Description

Strategic purpose of the position:

Responsible for achieving outstanding performances for agreed sales objectives, in terms of sales volume, profitability and market share in assigned region by planning, developing, managing, monitoring, directing, controlling, implementing and evaluating sales activities through effective deployment of manpower and financial resources within the agreed set of objectives and budgets.

Core Responsibilities:

• Achieve assigned region’s overall performance Strategies, formulate and implement plans by providing effective resource allocation and direction for direct reports in the execution of agreed set of objectives and budgets
• Achieve assigned region’s primary sales and secondary sales volume
• Agree on sales volume targets and budgets for operating costs, promotional and event expenditure Allocate all budgets and targets to Area Sales Managers as assigned area’s targets and budgets Strategies, plan and monitor the successful implementation of localized and national brand promotions in designated channel and outlets Manage local trade associations and to network with the objective to further improve the company’s business Analyze and utilize market information to increase sales volumes and gain competitor advantage
• Effective coverage of the assigned region Ensure sales teams plan, monitor and execute the call plans efficiently to cover assigned areas effectively according to the Market Coverage framework Conduct regular field accompaniments with Area Sales Managers at least once a month and at least two field sales accompaniments with the Sales Representatives
• Increase competency of distributors Manage distributors objectively using the Distributor Management / Development Framework together with Head of Distributor Development Take actions jointly with the Head of Distributor Development where fundamental principles are violated
• Ensure effective spend of allocated Regional Tactical Spend (RTS) in compliance with approved guidelines and compliance Plan, budget and utilize the allocated RTS to ensure optimal returns based on agreed set of objectives and targets
• Train and develop a competent sales force Role model exemplary leadership quality by motivation, coaching and developing staff for succession planning purposes
• Recruit, discipline and develop sales personnel by using the performance management system to manage staff performance objectively and effectively Recommend and terminate staffs on grounds of non-performance or breach of corporate governance/ethics via regular and rigorous performance appraisal system

Job Requirements

Professional qualification and competencies:

1. Strong extroverted personality
2. Possess customer empathy
3. Highly creative/innovative
4. Leadership qualities.
5. Keen analytical mind
6. Entrepreneurship skills

Educational / minimum requirements:

1. University degree, preferably in Business Administration
2. Preferably 5-7 years of experience in the areas of Sales and Marketing management of FMCG company