Career Opportunities at Melvins Teas

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

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Department: Sales Department

Position Reports To: National Sales Manager

Job Purpose Summary: Responsible for creating online sales for the company locally and internationally.

Key Responsibilities and Accountabilities

• Achieving sales targets through the online local and international platforms.
• Executing innovative digital sales strategies to increase the product market share via purchases on the various local and international platforms.
• Analyze online sales statistics to determine online business growth.
• Advocating a positive client experience by demonstrating proactive problem solving, investigating complaints, and acting on the feedback.
• Maintaining and developing relationships with existing and new customers.
• Prospect leads and initiate contact with the leads and ensure adequate follow up to generate business opportunities.
• Develop ecommerce sales strategies to meet revenue and growth targets.
• Plan and monitor the ongoing company sales strategies on online local and international platforms.
• Launch optimized online adverts through Google Ads, Facebook etc. to increase company and brand awareness
• Be actively involved in Search Engine Optimization efforts (keyword, image optimization etc.)
• Prepare online newsletters and promotional emails and organize their distribution through various channels
• Collaborate with designers to improve user experience.
• Measure performance of digital sales efforts using a variety of Web analytics tools (Google Analytics, WebTrends etc.)
• Acquire insight in online sales trends and keep strategies up-to-date
• Maintain partnerships with media agencies and vendors

Key deliverables

• Sales volume
• Business growth
• Website and Social media platforms Management
• Online marketing
• Customer satisfaction
• Ensure timely payment collection

Requirements

• Proven experience as Digital Sales or similar role
• Excellent understanding of digital sales concepts and best practices
• Experience with B2B and B2C online platforms such as Google Adwords and email campaigns and SEO/SEM
• Working knowledge of ad serving tools (e.g., DART, Atlas)
• Perfect knowledge of web analytics tools (e.g. Google Analytics, NetInsight, WebTrends etc.)
• Skills and experience in creative content writing
• Analytical mindset and critical thinking
• Excellent communication and interpersonal skills
• BSc/BA in marketing or relevant field

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Reporting to: GM

Department / Division: Production

Location: Head Office

Job Purpose: Achieving production objectives ensures that production processes in the respective units are complied with set standards and specification.

Job Responsibilities (Principle Accountabilities and Performance Measures)

• Authorize work instructions and standard operating procedures related to production and ensure their strict implementation
• Measure 1: SOP Compliance

• Monitor the production processes & in-process checks during processing
• Measure 1: Process checks by Quality manager

• Ensure proper maintenance of equipment in the production unit
• Measure 1: Down time
• Measure 2: Daily Output Report

• Achieve the Monthly production target as per the production plan
• Measure 1: Output- Volume/numbers
• Measure 2: Quality – Batch failure/rework

• Ensure proper training to the required personnel
• Measure 1: Training manual/record

• Ensure monitoring of the manufacturing environment/hygiene
• Measure 1: Daily Cleaning Log/Health and safety Audit

• Continuously review process to ensure efficiency and compliance to the required standards
• Measure 1: Process efficiency

• Review of the PC Chart to validate efficiency
• Measure 1: Continuously

• Carry out/ Perform Validation and optimize processed as per requirements from QA
• Measure 1: Continuously

• Ensure that products are produced as per set standards and specification to achieve the quality objectives
• Measure 1: Quality products
• Measure 2: Customer satisfaction

• Provide leadership in performance management, employee development, talent management and building a work environment that drives high performance and employee satisfaction
• Measure 1: Employee Development plan

• Work closely with other departments and cross functional teams to review progress, resolve issues and ensure high level of customer satisfaction
• Measure 1: Continuously

• To perform any other duty as assigned by the MD in line with the organization goals and objective
• Measure 1: Continuously

Key Deliverables

• Ensuring compliance of the department, personnel & processes to the standards.
• Implementation of cost control measures.
• People management
• Quality controls and health standards
• Agreed timelines
• Finished and unfinished goods stock
• Product quality

Position Requirements

Education

• Bachelor of Degree in production engineering OR Food Science OR biochemistry,
• A business related course is an added advantage
• 8 years of experience in a FMCG company

Competence

1. Planning and Organizing
Level: Advanced

2. Leadership & Management
Level: Proficient

3. Problem solving
Level: Advanced

4. Compliance
Level: Advanced

5. Safety focus
Level: Proficient

6. Technical competence
Level: Advanced

7. Business development
Level: Basic

8. Business awareness
Level: Basic

9. Customer focus
Level: Basic

10. Quality control
Level: Advanced

Relationships

With: Heads of Functions
Purpose: Operations

With: Sales department
Purpose: Advice on reorder levels

With: Staff & managers at all levels
Purpose: Customer feedback-complaints