Regional Sales Manager at Serian Consulting Limited

Key Outputs and Accountabilities

• Lead the sales force and ensure superior sales execution across the region
• Ensure profit and performance delivery of the district as per the plans.
• Ensure P&L ownership and accountability within each district.
• Monitor & review Sales & Marketing performance, and guide, support & coach the sales team to address off- track performance, where required.
• Develop and embed sales force effectiveness & sales force automation capabilities, with support from the Head of Commercial.
• Roll out and ensure effective use of customer segmentation & related tool kits.
• Ensure team management – systems, tracking, contractor SLA management, and non-conformance management.
• Manage sales resource planning, merchandising management, (POS storage, picking & delivery).
• Ensure that the sales force effectively manage the 3rd party Distributors and Wholesalers.
• Ensure action plans are put in place to close any significant performance gaps

Leadership

• Effective leadership of the Sales Team
• Build Capability and Manage Performance
• Build and Motivate a high-performing team
• Execution of Sales & Marketing Business Plan
• Execution of Sales & Marketing Finance Routines
• Support and/or lead engagements with local governments as defined by the GCB Engagement Plan

Sales Execution

• Channel Development & Execution of Picture of Success
• Promotional Programs and Activities
• Asset care
• Demand Planning

Key Project Management

• Formulate and Manage Budget
• Drive execution standards across all channels
• Promotional Programs design and activation
• Identify Key Commercial Process Improvement Projects and Project Execution
• Provide input to the Demand Planning Process
• Manage the Implementation of the Marketing Plan
• Manage the overall performance of the GT Sales Team
• To lead a team to build profitable growth by achieving the regional volume target,
• Enhance Route to market effectiveness, achieve excellence in execution, and manage distributors
• Executes quarterly business reviews by customers.
• Understand pack margin and pack role per customer in order to optimise revenue growth.
• Utilize market research and analysis to formulate programmes and feedback to customers.
• Supports the front-line staff in building strong relationships with each customer by Identifying business growth opportunities
• Develop, implement and/or manage and evaluate account-specific programmes, promotions and SKUs as required
• Builds personal relationships with customers through various interactions such as conferences and corporate events and hosts local and international conferences and sporting occasions.

Sales and Marketing share growth

• Manages and measures sales targets daily and takes corrective action
• Allocates execution resources (e.g., POS / promotional material etc.) for maximum return
• Identifies competitor activities and develops and implements response tactics
• Promotions - ensures local and national promotions are implemented effectively

Qualifications and experience

• Sales/ Marketing or equivalent Degree
• Professional Certification will be desired.

Experience:

• Ideally a minimum of 8 years of previous sales experience or equivalent FMCG experience.

Competencies

• Planning and organizing
• Product & Industry Knowledge and competitor insights
• Strategic thinker
• Good Analytical Skills
• Resilient
• Conflict resolution handling ability
• Customer-focused & Service Orientation
• Commercial/ Industry Awareness
• Excellent interpersonal skills / good motivational skills
• An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
• Master coach to drive brilliant execution against standards