Regional Sales Manager – General Trade

Report to :

• National Sales Manager

Mission :

• Handling the General Trade Business for a region. Driving volume and General Trade Outlet expansion. Monitoring of the Sales Officers. Distributor management for the Zone and geographic expansion

Main Responsibilities :

1. Goal Setting and Planning
   • Managing relationships with Distributor and Deoleo warehouses
   • Assisting distributor prepare sales targets and annual plans for the regions and outlet types
   • Preparation of promotion calendar across regions and outlet types
   • Determination of appropriate activation material and spending based on outlet potential
2. Monitoring of results, Analysis and Reporting
   • Supervision and monitoring of the Sale Officers in the Region. Setting their targets in accordance of company objectives
   • Tracking daily sales, and forecast the evolution of the unit sales price
   • Reporting on distributor KPI
   • Regular market visits and audits to track in store execution
   • Database Management at Distributor Level , Outlet Level and SKU Level Data
   • Fill Rate Tracking for Distributors
3. Business development
   • Geographical Expansion
   • Conducting trainings for salesforce on business development, new SKUs and promotions
   • Periodic DILO of salesforce
   • Assisting distributor with route planning
   • Assisting in rollout of market intelligence tool
   • Recruitment of JSO and management of Manpower Agency

KPI:

• Meeting of sales targets
• Evolution of geographic Distribution

Competencies :

• Previous experience in General Trade in FMCG and pharma industry (5+ years )
• Ability to manage teams
• Geographical Knowledge ( Handled more than 1 geography)
• Excellent communication and customer relationship management skills
• Good command of MS Office package (Excel, Word, and PowerPoint)