Increase the sales of products commercialized by NTE to retail outlets in the assigned geographic area, understand and validate TMR territories, support the development of route plan to enable TMR’s cover the best outlets in the most efficient way possible.Guarantee the realization of set Trade Marketing Programs across the assigned geographical area with the objectives of developing the share of market and growing the sales performance of NTE brands to ensure achievement of monthly/Annual plan targets. Activate and support wholesalers to develop route plans and engage in active distribution to the trade. The incumbent is required to be mobile and flexible to move and work in any location within the country.
Main Areas of Responsibility:
Achieve monthly and annual volume targets per brand and per individual wholesaler by preparing a proper sales and distribution plan to support the delivery of the assigned regional volume. Identity and exploit eventual potential sales opportunities in coordination with the sales team and the line manager
Organize, plan, and coordinate the daily work of the TMR’s by driving the activities of the TMR’s in the assigned geographic area. Present/explain to the TMR’s the issues and the directions of the trade programs to implement, Set the targets for the sales volume to be achieved by TMR’ and individual Wholesalers. Ensure that a homogeneous commercial speech is delivered to the trade by all TMR’s. Control the quality of the actions carried out by the TMR’s through planned in-field coaching and surprise field audits (store checks). Support and follow up the TMR’s to ensure retail outlets are in compliance with the Laws and Regulation of the country/region
Gather and disseminate accurate and timely market and intelligence information on NTE and competitors activities in order to contribute to timeliness and quality of decisions being made by management to address illicit business. Ensure knowledge of the market (stick sales, contraband, etc....) is continuously maintained..
Ensure proper collection and analysis of data by his team members in the best way possible; drawing insights as to what can be done differently to improve our overall / brands performance. Furthermore, ensure Trade Marketing Representatives (TMR’s) are undertaking trade marketing activities by establishing and strengthening relationship with the trade.
Propose effective trade marketing programs and implement the same to ensure retailers are satisfied with the wholesaler's distribution systems including coverage, price, for any dissatisfaction investigate the root cause and propose viable solutions. Ensure no loading or out of stock situation is happening at the wholesalers level and understand movement at the retailer level to ensure no distribution gaps in the assigned territory
Ensure proper usage of the sales solution tool and evaluate daily performance report of the Trade Marketing Representatives through daily checks, verify the report integrity with frequent filed visit. Take corrective measure if there is any abnormal incident on the market. Verify whether the trade activation materials are distributed as per the plan and for the target channels.
Develop and maintain good relationship with local and regional administration authorities as well as other stake holders in the area to enahance our fight against Illicit business
Ensure proper handling of company assets by the team such as vehicles, motor cycles, mobiles phones, lap tops and other resources as per their respective handling procedure and used for the company intended purpose ony.
Knowledge of Collective Labour Agreement, Internal Regulations and Safety policies of the Company
Other:
Manage various tasks and projects as they arise and upon line manager’s request.
Position Dimensions
Budget / KPIs:
Achieve 100% distribution of NTE key brands
Implementation of trade programs
Maintain strong trade relationship
Nr of direct & indirect reports:
5-8 Direct and Indirect reports
Reports to: Area Sales Manager
Work Group (estimate): 4
Job Requirement
Qualifications:
Education:
University degree or equivalent in marketing, economics or business management related specialization,
Skill:
Proficient English language skill and MS Office confident user
2nd grade driving licnese with competent driving skill
Work Experience:
Minimum 2 years of related work experience in an FMCG’s environment
