Scope of the Role:-

The Divisional sales manager is responsible for the performance of the company’s sales within his/her region. He/she is responsible for the proper management of the sales team in the region, execution of sales standards, volume and market share targets, efficient utilization of budget, and trade assets allocated to and within the region, the day to day follow up of progress in volume and market share, continuous on Job training of the team.  He/she is also responsible to make sure that the team is well aware of the company values, polices and procedure, motivated ad aspiring for excellence.

Purpose of Role  

• This role looks after the company’s performance in the region. It is primarily focused on driving sales in the region. The role is responsible for the achievement of the different targets the company set for the region as volume target, market share target, penetration target, in-trade execution plan, POSM plan,
• To manage a region by identifying opportunities within clearly identified channels / customers and implement standards that deliver sustainable growth and brand loyalty, volume and market share, competitive advantage and corporate reputation.
• To build a territory team composed of company sales peoples and distributor staff that are highly motivated and efficient in their operation. Continuously develop the team’s performance through proper follow up and training and resolve issues

Key Responsibilities and Accountabilities:-

• Asses the region for opportunities:- he/she is responsible for analyzing the sales opportunities through explaining how the products are analyzed by channel to identify opportunities for volume and market share growth, with the help of the market analysis team explain consumer trend, consumer demography, competition, and outlets business practice in the region. Analyze consumer data base of the region for tracking growth opportunities, efficient use of resources, penetration planning. Develop the route planning, human resource, and assigning of distributors for the region together with the head of sales and the CCO. Validate the sales plan to the region and distribute among the territories based on the opportunity analysis and outlet numbers. Validate the promotional plan, incentive plan, launching strategy to match the regions business and consumer practice. Develop and validate the call and visit structure and in- trade execution plan.
• Plan for sales Execution and implementing the sales plan:- own the region’s volume and market share plan, divide among the territories based on an opportunity analysis and communicate to each territory team to understand and own it. Train his/her territory supervisors on in-trade execution standards, localization of promotion plans, sales system information utilization, penetration strategy and brand values. He/she is also responsible for in-trad execution evaluations are conducted and recorded, assets and budgets are managed according to policy and procedure, customer service is up to the standard, relationships are leveraged to maximize sale and market share. In terms of the distribution system, he/she will make sure the distributors are always on route and always on time, a smooth working relationship between the company team and the distributor staff.
• Measurement of territory sales performance:  development, tracking and evaluating of KPIs of the team and distributors to contributing to the commercial objective. develop of a periodic regional sales reports consisting of key variables like, volume and market share target, competitor analysis, in-trade execution, and others.

Leadership and development: formulate a training and development plan for his/her team both at a group level and individually. Insure a healthy, easy to communicate and feedback driven working relationship with in the team, make sure the company’s policies and procedure are communicated and are adhered to by the team.  Group activities are guided and tracked to achieve maximum effectiveness, Team member matrix is managed effectively, roles are allocated to and understood by each team member, Workplace resources are appropriately managed, Team members are kept informed of Company and departmental progress and changes, Formal communication channels are established and maintained.

About You

Education:

• BA Degree in sales, marketing or any other related field from a recognized university

Experience:

• A minimum of Five years expertise in the FMCG sector in Ethiopia out of which two year is in a supervisory role.

Skills:

• Good analytical skills, result oriented, quick learner,
• Demonstrated team leading skills,
• Self-motivated
• Strong interpersonal communication skills
• Good report writing skills
• Multi-tasker and goal oriented.
• Takes initiative and is assertive
• Proactive in decision makings
• Very good Microsoft word and excel skills