Area Sales Manager at Stanley Black & Decker, Inc.

Responsibilities:

• Develop and implement sales strategies: Create and execute effective sales strategies to achieve monthly sales targets and drive business growth within the professional channel. Ensure sales activities are conducted with diligence and linearity to meet objectives.
• Sell-in and sell-out management: Manage both sell-in (sales to channel partners) and sell-out (sales to end customers) processes. Collaborate with channel partners to ensure optimal inventory levels, effective merchandising, and timely product availability. Monitor sell-out performance and work closely with channel partners to drive sales and meet targets.
• New customer development: Identify and prospect potential customers within the target market. Build relationships and establish partnerships with new customers to drive sales and increase market share. Ensure new customers are onboarded effectively and supported throughout the sales process.
• Channel partner selection: Identify and evaluate potential channel partners for distribution of our power tools, hand tools, and accessories to maximize the product availability across the trade. Monitor channel partner performance and provide support to drive sales.
• Project sales development: Identify and pursue project sales opportunities within the professional channel. Work with contractors, and other stakeholders to understand project requirements and provide tailored solutions across all professional tool’s product lines. Drive the channel partners to facilitate the contractor requirements and establish a project sales pipeline.
• Business development: Continuously seek opportunities for business growth and expansion by segment and categories within the East & West Africa territory.
• Market analysis: Conduct market research and analysis to identify market trends, customer needs, and competitor activities and price benchmarking. Utilize this information to develop targeted sales strategy. And work closely with the marketing team strategize B2B2C price value chain, promotions, and product positioning.
• Training and support: Provide training and support to channel partners and customers, including product knowledge, sales techniques, and marketing initiatives. Ensure that channel partners have the necessary tools and resources to effectively sell and promote our products.
• Sales forecasting and reporting: Monitor sales performance, analyze data, and prepare regular sales reports. Provide accurate sales forecasts to demand fulfillment team to support product availability and decision-making. Take proactive measures to ensure monthly sales targets are met with diligence and linearity.
• Territory management: Effectively manage the assigned territory, including regular travel to meet with customers, conduct product demonstrations and to ensure strong brand representation. Plan and organize in region meetings for the Sales & Marketing Director to foster strategic partnerships with key customers.

Requirements:

• Bachelor’s degree in business administration, Marketing, or a related field.
• Proven experience in sales and business development within the trade / professional channel, preferably in the tools, hardware, or paint industry.
• Strong knowledge of the East and West African market, including key players, distribution channels, and customer preferences.
• Experience of in country trade rules and regulations.
• Experience of establishing a sales office is a plus.
• Experience in sell-in and sell-out management, driving monthly sales targets with diligence and linearity.
• Demonstrated ability to identify and select the right channel partners for distribution.
• Experience in project sales and working with project managers and contractors.
• Excellent communication and negotiation skills.
• Ability to build and maintain strong relationships with channel partners, customers, and other stakeholders.
• Self-motivated and results-oriented with a track record of meeting or exceeding sales targets.
• Willingness to travel extensively within the assigned territory.
• Proficiency in Microsoft Office Suite.
• Proficient in English and Swahili. Another East African Market is a plus.