Modern Trade - Head of Sales at R4Kenya

Job Description

The Head of Sales – Modern Trade will be responsible for providing on the ground leadership to maintain and grow the company’smodern trade and key accounts market share and sales in line with Weetabix’s vision of attaining strong leadership positions across categories and markets.

The successful candidate will be responsible for all matters related to the design and implementation of sales strategies in traditional and non-traditional markets in order to grow sales and increase market share.

Sales Job Responsibilities

Sales Planning

• Establishes productive, professional relationships with key personnel in assigned customer accounts.
• Relationship with buyers, finance team and senior management team of all the modern trade key accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Meets assigned targets for profitable sales volume and strategicobjectives in assigned accounts
• Proactively leads a joint company-strategic account business planningprocess (JBP) that develops mutual performance objectives, financialtargets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on anongoing basis.
• Leads solution development efforts that best address customerneeds, while coordinating the involvement of all necessarycompany personnel.

Research

• Carrying out market research, competitor and customer surveys. .
• Determining price points and discount rates for range of products being sold.
• Analyzing sales statistics including monthly EPOS &Nielsen data to determine market share, trade gaps & sales potential, inventory requirements and customer preferences.
• Extensive monitoring of customer preferences to determine the focus of sales efforts.
• Planning, managing & executing all Trade related activations for the brand with accurate & timely budget reporting.
• Analyze market and competition; identify external threats and opportunities and adapt strategies to changing conditions.
• Sales Team Leadership:Recruiting, training, coaching and motivating a sales team including Key Account
• Executives, Trade Marketing manager and Merchandisers.
• Managing sales targets on an annual, quarterly, monthly & weekly basis, and leading the demand side team to ensure accurate S&OP planning.
• Ensuring timely collections and payment from the Key accounts.
• Planning and managing sales resources according to agreed budgets.
• Delivering of rewarding incentive programs and motivate exceptional success.
• Ensuring clear and consistent communication between the Sales and Production team to ensure accurate delivery on targets.

Distribution channel management:

• Establishing effective route-to-market strategies.
• Developing and managing key account relationships.
• Monitoring actual distribution or movement of a product to the customer.
• Selecting and managing external agencies.
• Researching and networking to expand the modern trade relationships to 2nd tier super markets.

Management reporting & strategy formulation

• Contributing to the formulation of policy and strategy,
• Maintaining and enhancing administration and relevant reporting and planning systems.
• Providing accurate financial and management information to leadership to enhance decision making and business processes.
• Prepare and submit annual departmental budgets for approval of expenditures.