Regional Sales Manager - Turkana at Frank Management Consult Ltd

Role Purpose

The Regional Sales Manager is responsible for driving sales growth, optimizing sales & distribution channels, and ensuring the successful execution of sales strategies in Coast region. This role focuses on achieving Coast regional sales targets, expanding market share, and fostering strong relationships with key customers and distributors

Key Duties & Responsibilities

Sales Strategy and Execution:

• Develop and implement regional sales strategies in alignment with overall business objectives.
• Set sales targets for the region and ensure the team meets or exceeds these goals.
• Monitor and analyse sales performance, market trends, and competitive activities to identify growth opportunities.

Team Leadership and Development:

• Lead, coach, and motivate a team of Sales Execution Leads to achieve individual and team objectives.
• Provide ongoing training, support, and performance evaluations to enhance the skills and productivity of the sales team.
• Foster a collaborative and high-performance culture within the team.

Customer and Distributor Management:

• Build and maintain strong relationships with key customers, distributors, and other stakeholders in the region.
• Negotiate contracts, open new direct accounts and address customers concerns to ensure satisfaction and loyalty
• Work closely with distributors to design Route-to-Market strategies (both on price as well as delivery) and optimize product availability.

Market Development and Expansion:

• Identify and develop new business opportunities to expand market presence in the region.
• Collaborate with marketing teams to execute regional promotions, campaigns, and events.
• Ensure optimal product distribution and visibility across all channels.

Operational Excellence:

• Ensure efficient allocation of resources, including sales territories, budgets, and promotional materials.
• Oversee the implementation of merchandising standards and promotional activities.
• Ensure compliance with company policies, ethical standards, and regulatory requirements.

Reporting and Analysis:

• Prepare and present regular reports on regional sales performance, market conditions, and competitor activities.
• Use data-driven insights to make informed decisions and adjust sales strategies as needed

Key Performance Indicators

• Deliver accurate and timely insights to enable strategic and operational decision-making, ensuring data integrity and reliability across all business reports and dashboards.
• Drive business impact by translating analytics into actionable insights that are embraced by stakeholders to improve performance, guide initiatives, and unlock growth opportunities.
• Support planning and forecasting processes by maintaining predictive models that inform budgeting, financial projections, and operational plans with a high degree of confidence and accuracy.
• Enable cross-functional performance tracking by leading business rhythm cycles (monthly and quarterly reviews) and providing strategic visibility into the progress of initiatives, KPIs, and outcomes.
• Foster a culture of continuous improvement and innovation through automation of reports, streamlining of analytical processes, and proactive identification of performance and operational risks.
• Develop and lead a capable analytics team by nurturing a performance-driven environment, supporting skills development, and building succession pipelines to sustain long-term impact.

REQUIREMENTS

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• Minimum of 5 years of experience in sales management within the FMCG industry.
• Proven track record of achieving sales targets and driving sales growth.
• Strong leadership and team management skills.
• Excellent analytical and problem-solving abilities.
• Effective communication, negotiation, and interpersonal skills.
• Proficiency in sales and CRM software.
• Ability to travel within the region as required

Key Skills

• Strategic Thinking & Planning
• Leadership and Team Development
• Customer Focus and Relationship Building
• Analytical and Data-Driven Decision Making
• Strong Negotiation Skills
• Adaptability and Resilience
• Operational and Financial Acumen