The role holder is responsible to manage sales and sales administration activities in his/her specified geographic area by planning itinerary of execution. He/she is also responsible for executing agent development strategy, SR Development.
Prepare area sales plans and targets in alignment with RSM’s overall plan
Conduct periodical visits to Agents and key outlets under his responsibility and produce visit report
Drive sales volume to achieve sales target set for the area
Receive and handle objections/complaints of agents or outlets
Accountable for availability, visibility, and accessibility of Awash range in priority outlets
Understand and communicate price dynamics in the area
Close follow-up and monitor performances and activities of sales Representative/Van Salesman/Agent under his supervision
Conduct weekly and monthly stock count and reporting by SKU
Receive sales orders and track stock availability at Awash Wine S.C.
Prepare and communicate all required reports in accurate and timely manner
Ensure adherence of FIFO stock movement method at Agent warehouse
Evaluate Agent and Sales Representative performances
Actively participate in promotional activities conducted in his/her area
Support Agent to increase sell-in and sell-out performances and report on agent sales results
Develop route plans, ensure route, and price adherence of Agents and Sales force
Coordinate proper communication of Recommended Retail Prices (RRP) of the company products to outlets
Participate in forecasting monthly, quarterly, and annual agents’ sales volume
Analyze area market trends and discover new opportunities for growth
Address potential problems in the area and suggest prompt solutions
Suggest new services/products and innovative sales techniques to increase customer satisfaction
Liaison between Finance, Customer service, Sales operations, Marketing, Agents, and Outlets for smooth functioning of the business
Assess the market and reflect on competitor activities in the area that require counter strategy
Follow-up and report on activities that disturb the market (under/over pricing, transshipment, hoarding, etc..) in the area
Manage identification, collection, and replacement of defective/damaged products
Ensure proper allocation and distribution of POSM to outlets
Execute the picture of success in key outlets of his/her territory according to Awash standards per channel (merchandising, visibility, price, must have SKU)
Coach and develop sales team
Follow-up employee’s attendance and report to Human Resource department.
Arrange and lead the monthly department team meeting and share points raised to concerned individuals and departments.
Attend weekly and monthly regular management meetings and share the information to his/her team.
Responsible for coaching and mentoring subordinates while providing ongoing instruction and support.
