Description
Qualification
Undergraduate coursework in Business and/or a Masters in Business Administration is desirable.
A candidates from Mbeya region or who are willing to relocate
A minimum of a Bachelor's degree is required.
4 years in FMCG environment in a similar role
Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently;
Attention to detail
Desirable: Teamwork, relationship building and leading change.
Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration
Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency
Previous experience working in a matrix environment International business experience
Understanding of trade margins
ResponsibilitiesDistributor Management
Trade management
Identify new markets/accounts and bring them under direct coverage on a regular basis
Ensure addition of speciality wholesalers
Ensure stores in route list are classified according to the correct
Ensure that DSR efforts are directed towards driving distribution,
coverage expansion, product availability, mandated SKU availability per RE.
Ensure optimum usage of new product launches to drive sales
Ensure sales call efficiency
Selling stories range selling, handling objections, etc.
In-store management
Prioritize accounts for maximum impact through visibility (ensure coverage of top 2 outlets in every route)
Market Updates
Secure and draw insights from any competitive information available in public domain regarding: New products, activities, schemes, any other developments
Communication
Utilize effective communication to drive overall business performance
Setting objectives for market visits
Reviewing salesmen and Foot soldiers performance against plan
Reviewing Distributor performance against plan
Developing and training
Train and develop salesmen through required mode of training ( e.g. route plans adherence, new products, mandated assortment per RE, focus on coverage expansion
Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission
Acknowledge any issues faced by salesmen in the field and provide support to resolve it
Meetings
Conduct effective monthly and weekly salesmen meetings
Updates on route wise overall IMS
Core SKU’s IMS per RE
Route wise effectiveness and productivity
Best practises sharing and mock calls
Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers to drive business
Share success stories
Communicate customer plans per RE to drive IMS
Mutually work towards category growth
Resolve issues, etc.