Regional Sales Manager at Haco Industries Kenya Limited

Scope and Primary purpose of the role.

• Working with sales team to manage existing distributors and customers to achieve positive revenue growth.
• Build sound business partnerships and relationships with regional distributors/agent and ensure open and regular communication to meet and predict customer needs.
• Reach to new markets, seek new customers and offer support to grow business revenue and increase geographical boundaries/coverage.
• Understand each regions route to market and oversee the formulation and implementation of sales and distribution e.g., JBP’s

The main tasks of the role include;

Achievement of Sales Budget.

• Ensure positive rapport or affinity between Haco Industries customers and stakeholders.
• Achieve set sales budget.
• Provide sales forecasts projections.
• Support in Haco full range of products listing and availability in the various regions.
• Propose sales and trade support plans to help achieve the budgets.
• Assess impact of external and internal factors the business and develop recovery plan.
• Competency to drive growth through ability to interpretate revenue drivers /margins and costs management and overall Profit and loss reporting.

Sales and Distribution Strategies.

• Ensure 100% coverage of Haco Products in the channels.
• Increase depth and breadth of distribution.
• Engage in the mapping out of channels.
• Ensure that sales and distributions cost to be kept as budgeted.
• Carry quarterly audits on the outlets supposed to be covered with relevant/selected products.
• Develop and implement expanded distribution plans as per the needs of the market.

Sales Staff Management.

• Instilling teamwork between the distributor and the sales representatives.
• Reviewing sales team operations.
• Recommend for training and mentoring programs.
• Implement and oversee the implementation of Haco Integrated people’s management process tool.

Customer/Distributor Management

• Ensure all distributors are well informed on Haco trading policies and budgets.
• Engage in new distributors/ agents’ recruitment in certain areas.
• Ensure that distributor’s route to market is understood in the various regions.
• Ensure that distributors provide reports on stock holding, secondary sales, etc

New Geographies

• Reach out to new markets.
• Get business lead by attending expos and trade fairs, amongst others.
• Developing distribution and sales support plans.
• Present business leads and plans to convince management to do business with identified viable customers.

Market Intelligence

• Monitor competitor activity.
• Establishing competition pricing, discounts, and activity.
• Prepare report on market perceptions and response in relation to our activities.
• Report on counterfeits and fake products in trade.

    Qualifications

• Bachelor’s degree in Business related field.
• 5 years’ experience.
• FCMG Experience.

  Technical/ Operational Competencies.

• Excellent communication skills (Proficient in English and Kiswahili languages).
• Experience in customer management
• Exemplary Co-ordination and organizing ability.
• Analytical skills and strategic thinker