Area Sales Manager - Jimma
Scraped from: Afriworket
Roles & Responsibilities • Follow up & manage mainly secondary sales (sales from distributor to the general trade) • Clearly Communicate the sales performance report to sales team and distributors • Supporting the distributor on sell out on the daily basis & follow up on time delivery of the primary orders • Closely working with sales coordinator • Achieves the Areas' revenue and SKU target for all products by every distributor • Conduct weekly and month sales performance review with the distributor and the sales staff • Manages a team of distributor sales representative (DSR) to optimize the performance in their assigned territory. • Works closely with the Retail Distributor help them & manage: stock & order management, demand forecasting, credit management, profitability, sales team KPIs. • Develops productive relationships with key retailers and wholesalers in the area to support the distributor’s business • Manage the key account customers found under every distributor • Help build RTM database based on market nature & support the distributor sales team with account development and maintenance • Follow up secondary sales reports and make necessary adjustment and actions (Call Rate, Success rate and strike rate) • Analyze other KPI reports and take proper support and action • Provide competitor activity related inputs to the RSM & Trade marketing • Based on the market audit and analysis make sure the distributor to carry all stocks and fill gap accordingly • Conduct competitor related analysis with the help of marketing department • Conduct weekly and monthly meeting with DSR & Distributor Staff • Managing e-mails and other communication mediums (telegram) • Make sure all the resources are fulfilled by the distributor as per the standard • Provide downtime and undelivered orders on daily and weekly basis • Responsible usage of company resource. (Computer, Vehicle, Documents) • 90% of working hours invested on physical market visit • 10% working hours invested on office/ paper work (Report, data. etc) • Continuously coaching distributor sales representative and staff • Manage the DSR & all the sales staff of distributors in the assigned area • Plan & Coach the sales team and provide clear and actionable feedback • Motivate the sales team and distributors to deliver business objectives • Create a partner relationship with all distributors • Maintain good relationship with sales coordinators and drivers • Communicate to distributors/ Customers the Company EHS rule & regulation. • Ensure on time incident reporting Requirement • BA Degree in Sales & Marketing Management field of study • Minimum 5 years’ experience as Sales Representatives or 2 Year as Area Sales Manager in FMCG Apply through Email - hana.seyum@et.wilmar-intl.com