Brighter Monday Consulting
Sales
Nairobi Full Time
Retail, Fashion & FMCG
KSh Confidential
Job Summary
Develop strategic sales plans and distribution channel strategy for general sales geared to achieve defined business objectives across all product categories
Minimum Qualification:Bachelor
Experience Level:Mid level
Experience Length:5 years
Job Description/Requirements
Job Title: National Sales Manager – FMCG
Department: Sales
Reporting to: Head of Consumer Sales
Location: Nairobi with travel across East Africa
Type of Employment: Permanent
Brief on Client
Our client is an established FMCG organization handling Personal care, Skin Care, Baby Products and Home care brands for over 30 years.
Role Summary
Lead the efficient execution of the company’s goals and objectives in the general trade and modern trade ensuring that individual brand goals and the customer needs are met. Lead the development and execution of brand / category solutions and activities on fully integrated, shopper, customer and channel insights. S/He should establish, own, build and lead the sales team responsible for executing sales and promotional campaigns that will drive growth through product sales throughout the country.
Responsibilities
• Develop strategic sales plans and distribution channel strategy for general sales geared to achieve defined business objectives across all product categories.
• Establish, monitor and consistently improve processes to link all marketing activities in the general trade; own the responsibility for the development, execution and performance of all programmes designed to increase presence and ultimate product off-take in trade.
• Develop trade promotional plan in liaison with the Trade Marketing Manager.
• Closely monitor and ensure that the Area Sales Managers take the primary lead in the management of the regional sub-distributors ensuring that they adhere to minimum stock holding, outlet coverage, debtor days and reorder levels.
• Supervise the day to day activities and overall performance of all sales staff to create and sustain a sales performance culture that consistently exceeds the expectations of all stakeholders (customers, employees, shareholders).
• Build, coach and mentor a team that will develop and execute new concepts, business models, channels and partner to position the products in the market favourably, improve the market share, customer satisfaction and productivity performance.
• Provide team with all business relevant information (such as priorities, promotions, stocks, prices and packaging changes); plan and conduct monthly goal sheets review meetings and ensure all agreed actions are carried out within agreed timeframes and to identify and share best practices to build and update regional plans.
• Research consumer markets, monitor market trends and identify potential areas as well as undertake data analysis to identify the company’s market share in general trade; Monitor and report on competitor activities in the general trade; Provide feedback to management on emerging trends in the general trade and how the company can harness new opportunities.
• Ensure the picture of success in general trade is executed as per plan.
• Be actively involved in the relationship building and maintaining of key clients, assisting the team with developing relationships, negotiating and closing deals.
• Spearhead the formulation and implementation of strategies and tactics that will drive the product listings and availability across all regions in Kenya.
• Constantly track and review the product availability and penetration of all key product categories against the set weighted distribution targets.
• Manage the countrywide trade debt in line with the company’s outlined requirements.
• Develop, implement and manage a sales incentive compensation program, ensuring they are motivating to the team and compliant with the company policy, with support from the Head of Consumer Sales, Sales and Marketing Director and Human Resources.
• Nurture relationships with business/marketing partners, agencies, media houses, customers, etc, regularly to form new or strengthen existing relationships, ensuring that they are aligned to the company’s strategic sales and marketing plan.
• Work closely with necessary Heads of Departments on implementation and performance of division’s plans and strategies.
Qualifications
• Bachelor Degree in Sales, Marketing and/or Business fields.
• Minimum 5 – 7 years’ experience in general trade sales management in an FMCG, with demonstrated ability to professionally develop and coach a team.
• Have a solid track record of driving sales growth that consistently exceeds business objectives.
• Able and willing to travel across the designated regions.
• A Strategic Thinker and Agile
• Hold a valid driving license.