Territory Sales Manager at Melvins Tea

Location: Head Office

Department: Sales Department

Position Reports To: National Sales Manager

Job Purpose Summary

• Developing and implementing effective sales strategies
• Leading nationwide sales team members to achieve sales targets
• Establish productive and professional relationships with team in assigned customer accounts

Key Responsibilities and Accountabilities

• Analysis and interpretation of sales data that aids in prompt and effective decision making.
• Develop grassroots market so as to increase penetration from the current sales target to the set targets
• Build a solid distribution network from the agents to the small retailers.
• Management of the sales forecasting process (in conjunction with Marketing and Sales) that seeks to achieve the sales objective, proper product mix eliminates out- of – stock / Over – stock / obsolescence.
• Timely liaison with the production staff to ensure they prepare the required product mix.
• Prepare periodic reports for the management.
• Review of monthly sales performance taking appropriate remedial actions where adverse sales variances are noticed to realign sales performance to required sales targets.
• Sales Business Processes: Develop consistent sales process, policies, and rules of engagement, ensure these processes are enforced through the Sales Administrator.
• Boosting sales activities to meet expected sales target, monitoring and evaluation and continuous improvements.
• Recruitment of well resources agents/distributors
• Monitoring of sales team performance to ensure they achieve set targets and operate within set guidelines.
• Oversee the development of an up to date customer list that captures the sales activity of all retail customers thereby identifying opportunity and gaps.
• Maintain strong, cordial relations with customers.
• Conduct regular trade visits identify challenges in the market build relationship and realign sales team to achieve set objectives
• Address sales challenges identified in the market during trade visits.
• Capture accurate and reliable market intelligence for the assigned region
• Overseeing customer’s accounts to ensure that the sales team keeps them within the approved criteria and corrective action is taken where applicable.
• Ensure all retail customers carry adequate stocks to enable across the range pull through, by the sales representatives.
• New business development. Entering into new markets and generating innovative ideas to capitalize on them. Increasing sales coverage area, strengthen presence locally and regionally
• Managing distributors & recommending new distributor appointments in the region.
• Ensure all orders are delivered on time and also ensure that customer complaints and queries are addressed promptly.
• Overseeing timely debt collection with the help of the KAM.
• Assist in optimizing investment in trade promotional activities focused on growth of more profitable account and administration costs and other approved accounts such as rebates, discounts, merchandising fees, advertising allowances.
• People management: frequent engagement and constant evaluation of employee wellness.
• Recommending on Sales Department training.

Knowledge, Skills and Experience

• A graduate from a recognized university with a degree in business related fields.
• 7 years F.M.C.G experience in sales administration/Customer Service.
• Knowledge of base-line general management (sales and marketing principles).
• High level of numeracy and ability to understand and analyze.
• Excellent communication, interpersonal and negotiation skills.
• Bias for action (with positive return).
• Computer literacy with fluency in major office software packages.
• Exposure and experience with ERPs

Working Relationships

• Internal – Production Department; highly dependable on their efficiency
• Accounts Department; management information for decision making.
• Sales Department : Analysis of sales
• External – Customers, distributors/agents. Sales outlets

Sources of References

• Company Directors
• General Manager, National Sales Manager, Key accounts manager, Marketing Executive
• Financial Accountant and Credit Controller
• Operations Department,
• Production Manager
• Human Resources Department

Key Success Factors

• Meet sales performance targets
• Growth of market segements
• On time performance, work ethic and quality of the Sales Team
• Monitoring of direct reports and peers
• A motivated sales team
• Supply Chain Management
• Trend analysis & proposed action plans