Area Sales Manager

Job Description

1. Achieve assigned area’s secondary sales target volumes by brand

a. Plan, develop, manage, control, implement and evaluate sales activities to ensure achievement of secondary sales target volumes by brand
b. Provide effective leadership to a team of Field Sales and conduct field accompaniments
c. Ensure effective execution of the FIT strategies to maximize sell-out/sales opportunities
d. Ensure proper execution of national and localized promotions
e. Provide feedback on market information to gain competitive advantage by pre-empting competitors’ moves and working with the relevant parties for counter measures
f. Conduct and review business performance periodically with sales team, distributors and customers

1. Achieve assigned distributors’ secondary sales target volumes by brand and distributor stock level

a. Ensure distributors adhere to the planning cycle for placement for orders and payment on time in full to achieve the secondary sales target volumes
b. Assess distributors’ implementation of the Distributors’ Management/Development Framework including periodic reviews.
c. Alert Regional Sales Manager in the event of violation of fundamental principles on territory demarcation and logical route scheduling

1. Increase distribution network via DMS entry of any Cambrew brands to meet agreed standards

a. Effectively manage Cambrew and distributor sales teams according to outlet coverage plan
b. Enforcement of the Distributor Demarcation plan to ensure optimal route coverage
c. Periodic monitoring and assessment of distributor performance based on agreed set of objectives and targets

1. Achieve effective spending of allocated Regional Tactical Spend (RTS) in compliance with approved guidelines and compliance

a. Plan, budget and utilize the allocated RTS to ensure optimal returns based on agreed set of objectives and targets

1. Achieve the desired image of Cambrew products in areas of Placement and Promotions

a. Execute merchandising plans by ensuring adequate, selective and strategic placement of all merchandising and point-of-sales materials (POSMs)
b. Ensure effective utilization of amenities to create and increase brand awareness and visibility

1. Achieve 100% strike rates for Perfect Serve (Freshness) targets for Cambrew products

a. Ensure distributors’ aged stocks claims are within the company’s % standard against volume
b. Effective implementation of stock rotation policies and first-in-first-out (FIFO) practice

1. Develop and grow Cambrew and Distributor sales team’s efficiency and effectiveness, including brand promoters

a. Coach and train using the appropriate agreed training modules
b. Conduct field accompaniments, on-the-job training and leadership

1. Develop local business and enhance corporate relations with Cambrew’s customers and trade (inclusive of trade association and common complaints)

a. Increase networking by participation and supporting of trade related activities.
b. Evaluate and manage any product and trade complaints and ensure that these complaints are effectively handled and refer to HQ for further action, if necessary

1. Distributor Conformance to Cambrew’s Commercial Policy and Legislation, and Distributorship Agreement

a. Ensure periodic auditing practices are carried out properly to distributors

Job Requirements

1. University degree, preferably in Business Administration
2. Preferably 3-5 years of experience in Sales Management in FMCG industry
3. Entrepreneurship skills
4. Computer knowledge (Ms. Office Applications)
5. Good command of English, written and spoken