Associate Manager - Regional Sales, Nairobi at BIC

JOB DESCRIPTION 

  SUMMARY 

• Ensure BIC products are sold to customers within the allocated region.
• Achieve monthly sales volume and value targets across all three categories (Stationery, Lighters, and Shavers)
• Ensure effective implementation and execution of the sales and marketing activations.
• Effectively manage third party Sales Team, ensuring that both quantitative and qualitative targets are met.
• Effectively manage Distributor Sales Reps, ensuring that the agreed sales targets, coverage, and Strike rate is achieved.
• Effective implementation of all negotiated promotions during Mini/Major Back to School and Shaver/Lighter promotional periods
• Compiling and submission of required sales operations and market intelligence reports
• Maintain and build solid trade relations with key customers.
• Identify new customers and sales opportunities within the defined Area.
• Identify opportunities to increase numeric and weighted distribution of both existing and new products to Area customer base.
• Understand customer needs and product trends while tracking competitor activity
• Motivate and coach BIC and Distributor sales force to build their capability and capacity
• Initiate and conduct weekly/Monthly Business and performance reviews with the Distributor and the sales teams.
• Ensure weekly sellout data and stock position is submitted every week to the Sales Analyst
• Ensure that BIC products are constantly available and visible in all routes within the allocate region – No RED ZONES(GAPS)

KEY PERFORMANCE INDICATORS (KPIs)

• Hold weekly Distributor Sales performance review meetings with clear action points with timelines, with minutes sent to the distributor with a copy to the NSM.
• Achieve 80% of the distributor STRIKE RATE target.
• Manage the BSRs and ensure that they achieve set targets
• Achieve 80% of the OSA target for all merchandised outlets.

EDUCATION & EXPRIENCE BACKGROUND 

• Bachelor’s degree required (merchandising, sales, marketing or related field)
• 10+ years’ experience in the FMCG industry preferred
• Data analysis - ability to assess data sets and identify patterns and opportunities for improvement
• Strong presentation skills – ability to present findings, along with forecasts and projections, to executives and management personnel
• Communication skills - excellent written and verbal communication to work with departments and personnel across teams and business lines
• Team coordination – ability to coordinate team activities and have strong leadership skills
• High level of organization and detail-orientation
• Ability to complete complex and high-pressure tasks
• Ability to maintain the confidentiality of sensitive information
• Ability to read, analyze and generate reports, market analyses
• General understanding of relevant legislation governing the use of data within the scope of operation