About the Job
. Job Summary
Provide tactical and operational leadership by developing, driving and implementing a winning trade regional trade and channel strategy, achieve brand and volume growth and market leadership of route to market through operational excellence and exceptional customer service, effective management of the sales team within the nominated region to deliver volume and revenue targets.
Main Duties and Responsibilities
Develop and implement regional channel strategy that will be effective considering geographical peculiarities while ensuring that the regional flexibility is in line with the overall BGI strategic framework
Drive effectiveness and efficiency at all levels of the trade especially at the point of sales/consumption through excellent outlet execution, activating the focus customer and consumer drivers to achieve competitive advantage
Operationalize and execute the regional sales objectives, plans and programs by participating in the development of area sales plan and strategies and harmonizing such with overall op-co commercial plans.
Ensure development of bottom-up sales plan with clear understanding of geographic differences within the Zone and proffering solution consistent with BGI Sales and Trade Marketing strategies.
Explore alternative strategies and tactics and propose and promote new ways of working by deliver continuously relevant analysis for management decisions like market performance (own and competition), depletion analysis, customer information, competitive behaviour, price/margin developments, market trends, channel and Route to Market developments
Ensure development, implementation and evaluation of Key Distributor plans, identifying key priority areas of development for the distributor to ensure business growth
Monitor market trends, competitor activity, and customer preferences to identify potential business opportunities and threats, potential new clients, expand the company’s customer base in the area and drive revenue growth and sustain strong strategic relationships with key clients
Oversee and ensure that all sales activities in the area are executed in compliance with relevant laws and legislative requirements, company and group policies and standards.
Collaborate with marketing teams to execute effective sales strategies, promotional campaigns, and pricing initiatives and produce periodic sales business performance reports.
Monitor and manage the effective utilization of assigned budget and resources by ensuring that total cost of all necessary sales activities are within allocated selling budget while achieving objectives and driving increased cost efficiencies in all operational and sales activities within assigned Zones.
Provide strong leadership and guidance to the team by fostering a positive and collaborative work environment that promotes growth, competency development, effectiveness and engagement
Promote a culture of continuous improvement, and accountability by setting clear performance expectations, conducting regular performance evaluations, providing feedback and coaching as necessary and address any performance concerns or disciplinary issues.
Perform other duties and responsibilities as assigned by the line manager
About You
The position requires a minimum of bachelor’s degree in business administration, Management, Marketing or a related field
7-8 years’ hands on progressive professional experience of in managing field sales operation in an FMCG organization and 2 years should be on managerial roles managing junior managers and/or supervisors.
Experience of the principles and practice of commercial delivery, sales strategy and operation planning, leading its design and implementation in the drinks and FMCG sector.
Experience of managing, motivating and developing a sales workforce and harnessing the talents of employees at all levels.
Ability to communicate effectively, negotiate and network through highly developed written, oral and presentation skills.
Ability to develop innovative solutions whilst maintaining continuity of services through setting of clear goals/targets.
It is mandatory to speak the local language.
Requirement Skill
Negotiation
Communication
To apply for this job please visit bgiethiopia.com.
