Area Sales Manager

Our client is in the agri-food sector.

Mission/Purpose of the position

To sustain and enhance targeted total revenue in designated area within a region by effective implementation of planned sales and distribution strategies that are aimed at growing market share and increasing profitability at the region.

Main responsibilities

• Deliver the overall Area business objectives
• Supervises, fine-tunes and monitors the execution and takes pro-active initiatives to increase sales in accordance with the company’s policies and strategies
• Monitor the achievement of monthly customer sales targets
• Set and monitor the achievement of monthly sales target of sales team i.e. supervisors and promoters in alignment with the RSM
• Regularly reviewing sales data and create reports for senior – level Managers
• Plan and execute sales meetings and create periodic reports to help provide feedback and sales insights
• Managing client visits by ensuring a predetermined itinerary is in place, ensuring positive one-on-one relationships with key personnel to maintain client satisfaction
• Carrying out new business development initiatives with existing clients by introducing new products; for potential clients through product introductions, follow ups, trials, and business acquisition
• Recruit, manage and grow customer accounts in sales
• Ensure assigned Customers comply with Trading Terms and Policies
• Ensure implementation of field sales management best practices in the assigned area
• Ensure effective Route planning for capillarity (demarcation of sales territories for effective coverage by field force in sales area)
• Ensure training, coaching and development of field force capacity to service all retail outlets in defined sales area
• Communication of important information from the company to the Trade and vice versa
• Ensure effective supervision of Territory Sales Managers in sales area
• Continuously evaluate performance of all Distributor’s Salesmen and make necessary recommendations to improve their performance
• Monitor and report Competitor Activities in sales area
• Conduct & update the territory census of all retail outlets
• Supervise/monitor all promotional activities in sales area and delivery on monthly initiatives

Technical Skills

• Product and Technical Knowledge
• Revenue and Profitability Management
• Emotional Intelligence
• Objection handling
• Sales pitch and presentation
• Account Management
• Territory Management
• Strategic Sales Planning
• Managing the Sales Process
• MS Office competencies
• Business Development

Soft Skills

• Excellent team leader
• Good communication and presentation skills
• Rigorous, autonomous, innovative and proactive
• Outstanding negotiation and consultative sales skills
• Exceptional customer service skills
• Ability to motivate staff
• Professional ethics and people skills
• Superior planning and organization skills
• Problem-solving skills
• Very analytical & pragmatic
• Honesty & Integrity

KPIs

• Sales growth (Volume and Value)
• Customer Penetration & Retention Rate
• New leads/customers
• Market share (Volume, Value Share, weighted distribution)
• Sales Fundamentals (Distribution, Pricing, visibility)
• Flawless initiative execution
• RTM project implementation
• Geographical census, coverage extension
• Outlet and brand Productivity

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