Responsible for achievement of set sales turnover in a given territory and effective management of sales staff to realize maximum product availability at all times at the least possible cost.
\nKey Responsibilities and Deliverables:
\nAchievement of Set Sales objectives<\/p>\n
Direct all sales activities to maximize sales revenues
\nEnsure breakdown of Daily & Weekly agreed sales targets and communication of the same
\nContinuous monitoring and evaluation of the weekly sales target
\nProvide input into establishing which resources are needed by using the most efficient and cost effective method to achieve set sales results that meet client objectives
\nContinually benchmark and optimize sales achievement processes against best practice
\nEnsure execution of the route to market retail program
\nEnsure sales volume growth through demand creation
\nMonitor and check quality of work produced by FSR and take corrective action when necessary
\nEnsure feet on street of the FSR team
\nProvide regular feedback to Field Sales Manager<\/p>\n
Account management alignment<\/p>\n
Ensure distributor management through working closely with distributors and other partners to meet and exceed sales growth targets
\nEnsure detailed sales target control
\nAddress and follow-up all customer queries and problems
\nStay abreast of the market and competitors
\nMeet client \/ customer and company performance standards and ensure subordinates do likewise<\/p>\n
Operational excellence<\/p>\n
Keep up to-date Joint Business plans (JBPs) and has at least quarterly business review sessions with client to unlock growth opportunities
\nWork closely with the client account teams to meet sales & growth targets
\nKeep up to date distributor contacts
\nDocument and manage expenditures
\nEnsure effective and efficient management of Smollan assets including HHT devices
\nEnsure compliance of set regulations between FSR and distributor
\nImplement and maintain sales operational excellence, policies and procedures including standard operating procedures
\nDevelop and maintain relevant database of FSR customers
\nEnsure accurate information is recorded and quality checked. Take corrective action where necessary
\nConduct monthly and quarterly FSR RAG performance reviews
\nSubmit daily & weekly reports to field sales manager
\nKeep abreast of new developments in the industry and communicate new developments to FSR and Sales Manager
\nWork closely with KD customer service department to ensure timely dispatch and delivery of customer orders
\nAgree on deliverables, scope and timelines with field sales managers<\/p>\n
Work placement opportunities
\nEffective People Management<\/p>\n
Communicate and ensure goals and objectives are in line with company objectives and that agreed goals, objectives and deadlines are achieved
\nEnsure FSRs achieve key sales outputs as per goals set
\nManage FSRs performance, taking corrective action (in line with Code of Conduct) when staff\u2019s conduct or performance is not in line with company and agreed standards, policies & procedures. Provide feedback to management
\nAllocate work to FSRs
\nProvide performance feedback to the FSRs
\nIdentify training needs and communicate the same to L&D or HR
\nManage and motivates sales teams through training and coaching in accordance with set company policies
\nManage implementation and maintenance of the disciplinary code and grievance procedure
\nConduct weekly FSR staff meetings
\nContinually provide feedback at all levels
\nLiaise with HR department regarding all problems and enquiries relating to the payment of sales staff<\/p>\n
Effective Team & Self-Management<\/p>\n
Ensure all information is cascaded and escalated in a timely and accurate manner.
\nManage your FSR teams accordingly.
\nOn ground trucking of FSR activities & performance
\nProviding timely and accurate daily records including FSR attendance
\nEnsure your teams are working in their respective planned Call cycle and manning principle is adhered
\nFollow through to ensure that personal quality and productivity standards are consistently and accurately maintained
\nDemonstrate consistent application of internal procedures
\nDemonstrate abilities to anticipate and manage change
\nDemonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs
\nDegree, Higher or Basic Diploma in sales & marketing or relevant field
\n3 Years\u2019 or more experience in the FMCG Industry as a senior sales representative<\/p>\n
Knowledge, Skills & Abilities:<\/p>\n
Sales management
\nPeople management
\nEffective Administration
\nCustomer Service Skills
\nCommunication Skills (verbal & written)<\/p>\n
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