Head of Sales & Operations Coordinator at TUME Middle Africa Consulting Limited

GENERAL JOB DESCRIPTION

The positions key responsibilities are:

1. Achieve overall commercial targets as may be directed including financial targets, operational oversight and coordination, efficiency and effectiveness to enable a strong and sustained distribution and market share growth.
2. Achieve numeric and weighted distribution, volume and net sales, gross to net, trade receivable, pricing targets, profit margin targets through the value chain by direct personal action, through the sales team, distributor(s) and other trade partners or customers.
3. Leverage an up to date understanding of relevant developments in the country and trade. Maintain necessary contacts (Government, relevant associations, etc.) in the country. The position travels at least 80% of the time.
4. The right candidate may have added responsibilities to manage all company matters, be the most senior company executive.

SPECIFIC JOB RESPONSIBILITIES:

The Sales Manager is responsible and accountable for the following Core job elements:

• Identify, develop and effectively implement the Go to Market strategy for each brand and retail environment to the best advantage for each S.K.U. in the channel.
• Consistently achieve, volume and net sales, gross to net / trade joint business plans, cost of selling, trade coverage and distribution targets. Develop and achieve 5P strategies and targets.
• Effectively manage all distributors, supervise key accounts management, all other sales staff to achieve targets.
• Develop, administer and successfully execute the channel activity grids, joint business plans predicated on the budget goals for the company. Manage all strategy reviews and agreements to the best advantage.
• Manage all company trade ‘terms and conditions’, growth activity and or best practice. Manage trade receivables within targets. Ensure compliance, controls, other company policies are well respected by all.
• Drive weighted and numeric distribution levels, managing best merchandising and seeding practice.
• Manage, exploit all data (Tier 1 store data, distributor data, trade audit data, pricing survey data, own transaction data etc.) and surface actionable insights for the businesses benefit
• Develop and maintain adequate (>95% accurate) business forecasts by SKU by month by customer, has a supply chain perspective and always ensures sufficient own and trade inventory
• Provide oversight in the execution of advertising and promotions
• Manage sales operations effectively and efficiently, ensure ‘right people right jobs’, training, efficiency, optimum resource and asset utilization to optimize or lower the cost of sales.
• Ensure that the sales team is fully aware, able to implement the channel strategy, terms and conditions and other best practice effectively. Provide training and support to assure successful implementation and effect countrywide.

EDUCATIONAL & COLLATERAL REQUREMENTS:

• An entrepreneurial spirit, street smarts, solution-based thinking (rather than problems). Independent thinker and self-starter.
• Bachelor’s degree in business or related field from an accredited University.
• Ten (10) or more years’ experience in various and progressively increasing sales responsibilities including key account management, distributor management, sales analytics. Experience in the Dairy sector is required.
• Demonstrated excellence with JBP, field execution, good understanding of and relationships with the trade at all levels. Outstanding shopper and consumer knowledge, negotiations skills.
• Outstanding strategic, analytical, numerate, creative skills, communication and presentation talents. Particularly good financial analysis skills, ability to effectively manage a profit and loss statement, awareness of supply chain and sales activity impacts on the cash flow statement.
• Ability and evidence of managing people with respect to promote a caring attitude and continuous improvements. Evidence of continuous learning and execution of new practices needed.
• Must be appropriately networked or able to build relevant networks with the trade, other stakeholders and appropriately leverage relationships for the business.
• The fiduciary responsibilities call for demonstrated utmost integrity, a self-starter, mature individual.