Job Purpose:

To drive and grow sales of Stika chewing gum products in upcountry markets through effective distributor management, field sales force supervision, retail channel development, and execution of market activation strategies. This role ensures consistent volume growth, brand visibility, and market share expansion in line with company objectives.

Key Responsibilities:

1. Sales Strategy & Execution

• Develop and implement territory-specific sales plans aligned with national objectives.
• Achieve monthly, quarterly, and annual sales targets for the chewing gum portfolio.
• Ensure numeric and weighted distribution across rural and semi-urban outlets.
• Plan and execute market development activities and consumer promotions in upcountry areas.

2. Territory & Channel Development

• Identify and onboard new distributors in white-space markets.
• Expand retail footprint in general trade (GT), wholesale and semi-organized trade channels.
• Conduct regular market visits to assess product availability, visibility, and pricing.
• Ensure compliance with planogram and in-store branding execution.

3. Team Leadership

• Lead, coach, and monitor a team of Territory Promoters, Sales Representatives, and Merchandisers.
• Conduct regular training sessions to improve field team skills in sales, merchandising, and negotiation.
• Track performance KPIs and drive accountability across the sales team.

4. Distributor Management

• Manage relationships with distributors: monitor stock levels, ensure timely ordering, and credit control.
• Facilitate secondary sales tracking and reporting from distributors.
• Resolve channel conflicts and support distributor infrastructure development.

5. Market Intelligence & Reporting

• Analyze market trends, competitor activities, and customer feedback.
• Submit regular performance reports, forecasts, and market updates to senior management.
• Recommend tactical adjustments based on field insights and market behavior.
• Ensure timely and accurate reporting of sales results and forecasts to senior management.

Reports To: Sales Manager

Requirements:

• Education: Bachelor’s degree in Business Administration, Marketing, or related field.
• Experience: Minimum 4 – 5 years of FMCG field sales experience, with at least 2 years in a managerial role covering upcountry/rural markets.
• Industry Background: Experience in confectionery, snacks, beverages, or related FMCG categories is highly desirable.

Skills:

• Strong leadership and team management capabilities.
• Excellent knowledge of upcountry distribution networks.
• Strong negotiation, communication, and relationship-building skills.
• Data-driven decision-making and proficiency in MS Excel/CRM tools.
• Mobility: Willingness to travel extensively across rural and semi-urban markets.

KPIs / Success Metrics:

• Volume & revenue growth vs. targets
• Retail & outlet expansion in rural territories
• Sales team productivity
• Brand visibility & activation execution