Regional Sales Manager

Job Description : RSM KENYA JOB PURPOSE/OBJECTIVES To provide primary link between the company and its customers with a network of sales channels and to develop the necessary business relationship that allows for the achievement of sales objectives, while coordinating both personnel and material resources. KEY RESPONSIBILITIES/ACTIVITIES • Describe the principal duties expected of this role and the quantitative aspects which signify its scope, such as volume, profit, budget • Implement sales strategies, pricing, and credit policies and programs to enhance market presence and competitive performance of company products within a region. • Achieves sales plans, achieves sales targets and performance standards aimed at improving market performance within a region. • Manages & coordinates regional sales activities and all sales employees in the assigned region to maximize account sales. • Drives actively primary and secondary distribution efficiently and effectively. • Manage all stock situations in assigned region to prevent stock out or obsolete stock conditions. • Establishes and maintains excellent relationship with regional distribution networks. • Administer sales and purchase agreements for products in the region. • Monitor product distribution in support of total logistics. • Liaises with warehouse, logistics to ensure that sales orders are serviced promptly. • Obtain, on an on-going basis, competitor information to help the marketing department keep abreast of developments on the field. • Gather data on sales performance and market trends on the company’s products, for input in company sales forecasting. • Recognizing and prioritizing the key retailers within the area, allocating resources appropriately in order to maximize sales. • Dealership/Distributor Management. KEY ACTIVITIES / PERFORMANCE AREAS & MEASURES PERFORMANCE AREAS • Product Performance • Product Availability, Visibility & • Accessibility • Sales Operation Performance PERFORMANCE MEASURES • Product profitability (per product line) • Sales volume analysis (actual Vs budget) • Turnover analysis (current Vs prior) • Sales volume • Numeric & Weighted Distribution • Forward stock shares • POSM deployment across outlets • Number of company product contracts negotiated • Timely notice and invoice for buyers as agreed in sales contract JOB REQUIREMENTS & KEY COMPETENCY REQUIREMENTS EDUCATION • B. Sc in any other relevant discipline. • Minimum of 18 years cumulative field sales experience in a multinational FMCG company; 10 years in Kenya; 4 Years as RSM and must be willing and able to work in any part of the country. • Sales Dealership • Marketing & Sales techniques • Marketing Communication • Trade chain management • Cost management • Customer Care • Negotiation skills PERSONAL ATTRIBUTES • High level of interpersonal skills • Decision making • Time management • Good listener • Self-motivated • Leadership Ability

---