JOB DESCRIPTION
RESPONSIBILITIES
- Ensure profit and performance delivery of the region as per the plans.
- Ensure P&L ownership and accountability within each region.
- Monitor & review Sales & Marketing performance, and guide, support & coach sales team to address off-track performance, where required.
- Develop and embed sales force effectiveness & sales force automation capabilities, with support from CCBA ID Sales team.
- Roll-out and ensure effective use of customer segmentation & related tool kits.
- Ensure RED management – systems, tracking, contractor SLA management, and non-conformance management.
- Manage sales resource planning, merchandising management, REDMART (POS storage, picking & delivery).
- Cold drink equipment – determine functional requirements, population and location (provided to Supply Chain for execution).
- Ensure the right sales force remuneration (fixed and variable) in collaboration with HR.
- Ensure that the sales force effectively manage the 3rd party Distributors.
- Ensure action plans are put in place to close any significant performance gaps, with support from ID specialist teams.
- Responsible for driving transformation of our RTM (i.e implementation of RTM 2.0) and digitization of the same through MYCCBA and Market place Channel Development & Execution of Picture of Success
- Key Projects Management: Identify Key Commercial Process Improvement Projects
- Manage the overall performance of the GT Sales Team covering the core functions of selling, merchandising, Account Development and it's subsequent processes
- Attends frequent trade visits to customer stores with relevant regional personnel
- Understand pack margin and pack role per customer in order to optimise revenue growth.
- Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer.
- Customer Relationships Supports the front line staff in building strong relationships with each customer by: Identifying business growth opportunities - (master of execution and brings a different perspective to identify opportunities sales staff may have missed
- Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
- Manages and measures sales targets daily and takes corrective action
- Allocates execution resources (e.g. POS / coolers / promotional material etc.) for maximum return
- Identifies competitor activities and develops and implements response tactics
- Promotions - ensures local and national promotions are implemented effectively
- Drive Market Share growth initiatives within allocated region
Education
4-year Degree in Sales and Marketing or relevant fieldPost Graduate Certification / Qualification in Sales and Marketing will be an added advantage
Experience
12 to 14 years’ experience in a fast paced Sales & Marketing with at least 7 years in an FMCG environment leading diverse and remote teams.
Salary
Competitive
Monthly based
Location
, Merti, Isiolo, Kenya, Isiolo, Kenya
Job Overview
Location
, Merti, Isiolo, Kenya, Isiolo, Kenya
