Field Sales Manager

Job Description

The role involves primarily ensuring the availability of company products as Point of sales (POS) through Key Distributors (KD) and channels.

Main Accountabilities

  • To ensure compliance with our client’s trade policies at KD level.
  • Manage Distributor sales resources.
  • Handling KD complaints at KD level.
  • Is responsible for various Trade Initiatives as detailed by Trade Marketing Manager at KD and Point of Purchase level.
  • Ensure KD profitability.
  • Ensure implementation of trade promotions at POS.
  • Manager VSMs KPI and deliverables

 

Job Dimension

Reporting Lines: Reports to the Business Manager East

Direct Reports:

  • Key Distributor Executives
  • Vans Sales Rep (Retail Connect)
  • Main Functional Relationships

Key Contacts

(internal):

  • Sales Team
  • Accounts Department
  • Marketing Team (Trade Marketing and Brand Managers)

(external):

  • Distributors
  • Wholesalers
  • Retailers
  • Traditional Rulers

Key Result Area

KRA

Weightage

Performance Target

Sale Volume and Value

65%

100%

Penetration

20%

100%

Visibility/Customer Satisfaction

10%

100%

Relationship Management

5%

100%

Performance Criteria

  • Revenue
  • Customer Satisfaction
  • Market Penetration/Coverage
  • Team Management & Development
  • Cost of Serve/sale
  • Number of Customers (Distributors, Wholesalers, Retailers, Consumers and Key Accounts’ Customers)

Personal Specification

Relevant Experience

  • 4- 6years experience in sales; with 2 in similar role.
  • Organizational awareness
  • Coaching skills
  • Negotiation and Relationship Management Skills.
  • FMCG experience is desirable
  • Communication skills
  • IT skills, excel, PowerPoint 

Behavioural Competence

  • Extrovert
  • Conflict resolution
  • Conscientious
  • Innovative
  • Creative
  • Strong leadership
  • Emotional Intelligence – Empathy
  • Team building
  • Delegation

 

Employer

Sector

FMCG & Retail

Function

Sales

Country

Job Level

Associate

Salary

Competitive