Role Purpose
Achieving set targets and matching sales achievements as per the potential of all the territories by supervising motivating and making operational decisions in the given territories through Agents and sales representatives while maintaining agreed standards and KPI’s with developing sustainable business relationships with relevant stakeholders.
Role Accountabilities
Target and sales objectives
Major Activities
End Results
Results
Strategy
Evidence
In-Field Execution
Major Activities
Availability
Offer
Communication
Maintenance
End Results
Results
Strategy
Evidence
RD-Operations and Relationships
Major Activities (What is done and How)
Re-Distribution
Plan, implement, monitor and control re-distribution in all the territories through setting appropriate trade KPI’s
People Development
Identify areas of improvement and practice coaching to improve performance
Motivation
Identify areas of motivation of different stakeholders and practice appropriate programs and styles
Relationships
Identify and map stakeholder importance and develop sustainable business relationships
End Results
Results
Strategy
Evidence
Best Practices
Major Activities
Health & safety
End Results
Results
Strategy
Evidence
Competencies
Sales Information
Describes the documents which provide necessary data of every customer, route, daily sales for the purpose of analyze and identify opportunities for effective executions to deliver best results
E
Drive Customer Opportunities
Manages, evaluates, develops and executes appropriate business approaches for loyal customers and channels based on a clear understanding of their relevance to target shoppers, barriers, and potential of growth
P
Process of Achieving Selling Objectives
Sets SMART objectives (realistic targets) for every JC’s and understand barriers of selling, develop selling stories to achieve objectives
P
Sales Call
Describes the actual action of a sales call which includes preparing, selling & closing of a call using all relevant information (Features. Advantages & Benefits) to maximize productivity.
E
Distribution Management
Effectively manages Agents, channels & other stake holders to optimize market opportunities through absolute customer satisfaction, staff engagement, and Health & Safety. Identify efficiency gaps and correcting it
P
Channel Activity Planning
Activity plans that are based on an understanding of brand and channel priorities and shopper behaviour in channels. The plan includes forecast of expenditure and sales that are aligned with marketing and sales plans
U
Promotions Management
Defines plans, monitors the compliance of, and evaluates promotion activities in terms of their ability to deliver set objectives using agreed Fonterra standards.
U
Rating Scale (for competencies):
U
Understanding
D
Developing
P
Proficient
E
Expert
Reports to: Country Sales Manager
Business unit: New Zealand Milk Products Ethiopia S.C.
Qualification and Experience
Matured outgoing, enthusiastic and energetic person with very good inter personal skills with ability to guide, lead, support and motivate direct reports and other stake holders with the understanding of cost, impact & P & L to achieve desired results(Business acumen). Good ability to understand the role and importance of channels, customers, categories brands, and promotions (Learning agility) and ability to convert plans into action & achievement through direct reports and other stakeholders (Entrepreneurship) with good analytical skills with office applications. Good verbal and written communication & presentation skills. Should be able to communicate, plan and implement & maintain non sales related activity in the given region.
Essential Requirement
Experience: 7-10 years of selling experience, 5 years in a managerial position
Technical/FunctionalExpertiseLeadership/People skills:
Industry Experience: FMCG
Preferred Requirments
Let Employers Find You
Upload/Update Your CVFeatured Jobs