Area Sales Manager

Job Description : Area Sales Manager (General Trade) MALAWI Business: FMCG Reports to: Regional Sales Manager Job purpose: - Reporting to the Regional Sales manager, the ASM will accomplish business development activities by developing marketing opportunities and plans; implementing sales plans; managing staff members as well as distributors and key accounts in the General Trade, across Zambia Key responsibilities: 1. Deliver primary and secondary sales target as per Annual Operating Plan in the assigned territory 2. Timely Tracking & Monitoring performance of Channel partners and Sales team to identify deviation and plan accordingly for risk mitigation 3. Add new accounts, retail partners for increasing numeric reach and weighted reach. 4. Credit Control, damage/Expiry Control for complete SKU and product range availability 5. Planning and implementation of sales promotional activities in the territory in collaboration with Marketing team. 6. Support the RSM in managing sales and marketing department personnel, and directly managing key customer accounts, across the general trade 7. Planning and implementation of sales promotional activities in the territory in collaboration with Marketing team. 8. Cultivate and maintain effective business relationships with executive decision makers in large accounts 9. Weekly, Monthly achievement o sales target by each frontline field force 10. Driving sales team efficiency through regular and effective training, mentoring and coaching of sales team 11. Strategically device Route Plan, Beat Plan, Lines per call, action on no billing outlets and ensure Monitors competitor products, sales and marketing activities 12. Reviewing visibility of product range at retail counters 13. Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals 14. Coordinates liaison between sales department, dispatch and/or production 15. Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness. 16. Monitor customer accounts, and closely monitor receivables against agreed payment terms Key Qualifications & Requirements: 1. Minimum 8 years' sales experience in Consumer Food Brands (FMCG) 2. A diploma/degree in communication, business, sales or marketing 3. Strong analytical skills to derive trends/projections/forecasts from reports for planning and risk mitigation 4. IT Skill: MS Excel, PPT, SFA 5. Languages, not required but a plus (Gujurati, Nyanja, Bemba, Lunda, Lozi) 6. Strong Communication & Diplomacy Skills 7. Customer centric approach and strong relationship management for engagement of channel partners and customers 8. Direct Distribution Execution 9. Age: Below 35 Years Solving Problems and Getting Results: 1. Accept responsibility for resolving a problem to its final conclusion 2. Assist in the achievement and the on-going improvement of business results 3. Show dissatisfaction with poor performance and drive processes to achieve business goals 4. Strive to achieve agreed deadlines and standards, especially when the going gets tough or the anticipated situation changes 5. Apply a systematic problem-solving approach to identify causes, explore alternatives and recommend the best course of action to resolve the problem now and into the future

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