Manage the team & ensure budgeted numbers are exceeded for Sales Value, Sales Target & market coverage (productivity) through effective coaching and control.
Main Responsibilities
Ensure sales reps follow route plan so as to maximize sales & productivity.
Ensure all targets and objectives assigned by the Line Manager including volume & value sales targets, GP targets and distribution objectives are achieved to ensure optimal business efficiency.
Manage the sales force & monitor their performance providing guidance, assistance and motivation to increase effectiveness.
Ensure sales team continuously communicates all stock issues, pricing fluctuations, & competitor activities.
Ensure that the sales force are properly equipped, coached and motivated to ensure objectives are achieved.
Conduct regular market visits with all sales personnel to assist them in managing customer issues, improving performance and providing guidance and training.
All Credit outstanding are collected in due time.
Conduct annual and six monthly appraisals for all direct reports so that performance is tracked and discrepancies in performance are rectified at the earliest.
Recommend and control credit limits and adherence to terms. Recommend changes to credit limits and assist sales force achieve the company credit to sales ratio target.
Travel more than 60% of the time in town.
Skills (practiced capability/behavior)
Strong negotiation skills, with ability follow-through on customer contracts
Strong listening and questioning skills - outstanding communication and interpersonal skills
Subordinate development: develop skills & competence of subordinates through training and development activities.
People management across cultures, trade development, good communication skills.
Self-motivated, Eager to expand company with new sales, customer, and territories
Vision to understand customer needs and translate them in to practical solutions
Ability to drive change and Proven planning skills
Disciplined time management and ability to work under pressure
Excellent project management and analytical skills.
Able to analyze results and identify and explain any variances from targets Ability to follow and ensure compliance with operational processes
Excellent team working and team developing ability.
Able to multitask, prioritize, and manage time efficiently
Job Requirement
Qualifications
Bachelor’s Degree in Marketing, Communications, or a related business field.
Minimum 1 years’ experience managing Field Sales reps in the market.