Country Head

Job Description : COUNTRY HEAD FMCG GT TANZANIA 25+ years experience The successful candidate will be responsible for all matters related to the design and implementation of new sales channels in traditional and non-traditional markets in order to grow sales and increase market share. Some of the key areas of responsibility will include: - Market Research & Sales Planning - Carrying out market research, competitor and customer surveys. - Determining price points and discount rates for range of products being sold. - Analysing sales statistics including monthly Nielsen data to determine market share, Numeric and Weighted handling, trade gaps & sales potential, inventory requirements and customer preferences. - Extensive monitoring of customer preferences to determine the focus of sales efforts. - Planning, managing & executing all Trade related activations for the brand with accurate & timely budget reporting. Sales Team Leadership : - Recruiting, training, coaching and motivating a sales team including General Trade managers, Trade Marketing manager, Sales Representatives, Merchandisers & Market Impact teams. - Managing sales targets on an annual, quarterly, monthly & weekly basis, and leading the demand side team to ensure accurate S&OP planning. - Planning and managing sales resources according to agreed budgets. Distribution channel management : - Establishing effective route-to-market strategies. - Developing and managing key account relationships. - Coordinating sales distribution by establishing sales territories and goals. - Monitoring actual distribution or movement of a product to the customer. - Advising stockists and distributors on policies and operating procedures - Selecting and managing external agencies. - Researching and networking to expand the distribution network into new territories. Management reporting & strategy formulation : - Contributing to the formulation of policy and strategy, - Maintaining and enhancing administration and relevant reporting and planning systems. - Providing accurate financial and management information to leadership to enhance decision making and business processes. The Reporting : The Head of Country Sales reports to The Head of Sales, Manages: - General Trade Manager/s - Area Sales Representative/s - Channel Development Manager - Trade Marketer - Merchandisers - Distributors (at all levels) and the key accounts

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