Vacancies
REGIONAL SALES MANAGER (NORTHERN REGION)
full-time NORTHERN REGION 04 Jan 2024
Our client, a leading cement manufacturing company is looking for experienced persons to fill the role of Regional Sales Manager to assist in the operations of the business.
ROLE PROFILE
The successful candidate will be responsible for maximizing the satisfaction of cement distributors and retailers within the assigned operational region, develop sales strategies, build and mentor high-performing teams, and drive financial success by maintaining strong relationships with cement distributors and retailers. He or she will contribute to the overall success of the organization’s sales strategy and will perform the following duties as well:
DUTIES/RESPONSIBILITIES:
Sales Target Achievement:
- Develop, manage, and supervise a target number of distributors who consistently purchase the minimum number of bags per month through the distribution channel.
- Coordinate and monitor sales performance regularly and takes corrective actions as needed.
- Develop and implement innovative and growth-focused sales strategy in order to meet and exceed the expectations of the company’s business objectives.
Market Expansion:
- Identify and explore new markets within the operational region to ensure that regional sales targets are met and exceeded to drive revenue growth.
- Develop plans for market penetration and expansion aimed at driving revenue growth and achieving organizational sales targets.
- Collaborate with direct reports to establish and nurture relationships with key customers and partners to promote high levels of customer satisfaction and loyalty.
- Analyse regional market trends and discovers new opportunities for growth and continuous innovations.
- Identify and capitalize new business opportunities and market trends to expand the company’s customer base and increase revenue.
Team Management:
- Recruit, train, and manage the regional sales team equipping them with the requisite product knowledge and updated with sales strategies.
- Set clear performance expectations for his team and provides regular feedback on performance.
- Motivate and inspire the team to achieve set targets.
Customer Satisfaction and Relationship management
- Maintain a high level of customer satisfaction among distributors and retailers by addressing their needs and resolving issues promptly.
- Address customer queries, concerns, and complaints promptly and professionally.
- Provide ongoing support and assistance to distributors to enhance their performance.
- Suggest new and innovative sales techniques to increase customer satisfaction.
Performance Analysis and Reporting
- Analyze sales data to identify trends and opportunities
- Prepare and present regular reports on sales performance
- Provide insight to senior management for strategic decision-making
- Create regional sales plans and quotas in alignment with business objectives.
- Ensure strict compliance with company policies and procedures while maintaining accurate and up-to-date sales records and documentation on the assigned region.
- Manage channel pricing chain between the company’s invoice price, distributor margin, and retail price.
Team Management and Development
- Lead, mentor, and develop a team of direct reports, fostering a culture of continuous learning and growth.
- Recruit, manage and develop Market Developers to aggregate sales for distributors, manage retail availability, and gather market information.
- Provide coaching and development opportunities to enhance the team’s performance.
- Work closely with the Sales team to manage key customers (existing and new), thereby improving turnover and profitability.
Customer Training and Support
- Coordinate with the Sales Trainer to identify the training needs of customers and ensure they are adequately supported to promote product knowledge and sales proficiency.
- Coordinate with regional Sales Representatives and Market Developers to conduct product training sessions for retailers and distributors to improve their understanding and selling techniques.
Sales Strategy and Go-to-Market Plan
- Liaise with the Head of Sales to develop sales strategies and policies for the inland and coastal sales team.
- Collaborate with the Senior Sales Representative to develop effective sales strategies and a go-to-market plan to achieve sales targets.
- Analyze market trends, customer preferences and competitors to formulate effective sales approaches.
Achievement of EBITDA Targets
- Manage the region’s financial performance to maximize EBITDA and profitability.
- Collaborate with the team to achieve the region’s EBITDA targets through effective sales and distribution strategies.
- Assess progress and implement corrective actions as needed to ensure goal attainment.
Credit, Logistics and Order Management
- Pre-approve pricing reduction and credit sales requests from Retail Sales Representatives within the inland and coastal regions.
- Manage credit-related matters within his operational area, including customer credit limits, cash collection, and weekly account reconciliation.
- Monitor distributors’ credit risk and takes appropriate measures to mitigate potential losses.
- Work closely with production and logistics teams to ensure truck availability at the plant for timely and efficient product delivery to distributors.
- Collaborate with marketing teams to develop effective promotional campaigns that align with overall business objectives.
- Manage credit including key account customers and team credit limits, cash collection, and weekly account reconciliation for key accounts.
EDUCATION/EXPERIENCE
- A minimum of a Degree in Marketing, Business Administration or a related field from a recognized university.
- Minimum of 5 years of relevant working experience as a sales manager, or similar role with an FMCG company
- Must be an expert in building and managing distribution and retail channels.
REQUIREMENTS
- Possess strong negotiation and persuasion skills
- Exceptional communication, presentation, and interpersonal skills
- Skilled problem solver, tactical and proactive.
- Must be well organized and diligent
- Possess strong problem-solving and critical-thinking skills
- Strong oral and written communication skills
- Ability to pay attention to details
- Must be positive and enthusiastic
- Should be hardworking, persistent, and dependable
- Ability to work independently and collaboratively with cross-functional teams.
- Excellent credit management skills
- Knowledge of Microsoft office (word, excel, PowerPoint)
- Good data-gathering and analysis skills.
- Work through complex issues and challenges.
- Goal-oriented with a track record of meeting and exceeding sales targets.
- Experience recruiting and/or managing distributors
- Ability to negotiate with customers, and distributors to secure favorable deals.
- Ability to manage customer credit limits and manage cash collections.
- Strong strategic thinking and planning abilities to develop comprehensive sales strategies and go-to-market plans.
- Ability to conduct credit worthiness assessments of potential customers Ability to work through complex issues and challenges.
- Possess perfect team leadership and management skills
- Ability to measure and analyse key performance indicators (KPIs)
- Ability to lead and motivate a high-performance sales team
- Possess strong delegation skills