Regional Sales Manager (RSM)

Job Description

Scope of the Role:-

The Regional Sales Manager is responsible for the performance of the company’s sales within his/her region. He/she is responsible for the proper management of the sales team in the region, execution of sales standards, volume, and market share targets, efficient utilization of budget, and trade assets allocated to and within the region, the day-to-day follow-up of progress in volume and market share, and continuous job training of the team.  He/she is also responsible for ensuring the team is aware of the company values, policies, and procedures, and is motivated and aspiring for excellence.

Purpose of Role  

• This role looks after the company’s performance in the region. It is primarily focused on driving sales in the region. The role is responsible for achieving the targets the company sets for the region, including volume, market share, penetration, in-trade execution, and POSM plans.

• To manage a region by identifying opportunities within clearly identified channels/customers and implementing standards that deliver sustainable growth and brand loyalty, volume and market share, competitive advantage, and corporate reputation.

• To build a territory team composed of company salespeople and distributor staff that are highly motivated and efficient in their operations. Continuously develop the team’s performance through proper follow-up and training, and resolve issues.

Key Responsibilities and Accountabilities:-

• Assess the region for opportunities- he/she is responsible for analyzing the sales opportunities by explaining how the products are analyzed by channel to identify opportunities for volume and market share growth, with the help of the market analysis team; explain consumer trends, consumer demography, competition, and outlets' business practices in the region. Analyze the consumer database of the region for tracking growth opportunities, efficient use of resources, and penetration planning. Develop route planning, human resources, and distribution assignments for the region together with the head of sales and the CCO. Validate the sales plan for the region and distribute it among the territories based on the opportunity analysis and outlet numbers. Validate the promotional plan, incentive plan, and launch strategy to match the region's business and consumer practices. Develop and validate the call and visit structure and in-trade execution plan.

• Plan for sales Execution and implement the sales plan: own the region’s volume and market share plan, divide among the territories based on an opportunity analysis, and communicate to each territory team to understand and own it. Train his/her territory supervisors on in-trade execution standards, localization of promotion plans, sales system information utilization, penetration strategy, and brand values. He/she is also responsible for conducting in-trade execution evaluations and recording them, managing assets and budgets according to policy and procedure, ensuring customer service is up to standard, and leveraging relationships to maximize sales and market share. In terms of the distribution system, he/she will make sure the distributors are always on route and on time, and that there is a smooth working relationship between the company team and the distributor staff.

• Measurement of territory sales performance:  development, tracking, and evaluation of KPIs of the team and distributors to contribute to the commercial objective. Development of a periodic regional sales report consisting of key variables like volume and market share targets, competitor analysis, in-trade execution, and others.

• Leadership and development: formulate a training and development plan for his/her team, both at a group level and individually. Ensure a healthy, easy-to-communicate, and feedback-driven working relationship within the team, and make sure the company’s policies and procedures are communicated and are adhered to by the team.  Group activities are guided and tracked to achieve maximum effectiveness. Team member matrix is managed effectively, and roles are allocated to and understood by each team member. Workplace resources are appropriately managed. Team members are kept informed of Company and departmental progress and changes, and  Formal communication channels are established and maintained.

Job Requirements

           Education:

• BA Degree in sales, marketing, or any other related field from a recognized institution:

•  A minimum of four years of expertise in the FMCG sector in Ethiopia, of which two years are in a supervisory role. 

• Skills:

• Good analytical skills, result-oriented, quick learner

• Demonstrated team-leading skills  

• Self-motivated 

• Strong interpersonal communication skills

• Good report writing skills

• Multitasker and goal-oriented. 

• Takes initiative and is assertive

• Proactive in decision-making 

• Proficient in Microsoft Word and Excel skills

How To Apply

Those who meet the above requirements can submit their CV to the following link

Kindly note that only short-listed candidates will be contacted. Link

Female applicants are highly encouraged to apply