Area Sales Manager

Job Description : ASM MOZAMBIQUE FOR BISCUITS 1) ASM DRC FOR BISCUITS Report office/depot every day, at agreed time in the morning. Gate Meeting: Conduct brief C.R./ADR meeting to evaluate previous days performance. Plan and discuss specific activities for the day. Review C.R. wise Sales achievement and performance against target. Highlight and appreciate outstanding performance/ market observation in the group. DSS Check all supporting attached with DSS. Reconcile dues for Sold Stock and to check load in Unsold Stocks and banking receipt. Sign DSS to confirm documentation/reconciliation and forward to Finance department. Prepare Sales Analysis report capturing C.R. wise/Brand & Pack wise sales and KPIs from SFA (Sales Automation process). Ensure all C.R. s /ADR’s are following time guidelines. Ensure Cash/shortage is recovered from all C.R.’s before they leave for Route. In case of Credit, ensure it is extended within policy norms of TK Credit SOP / Policy. Make sure C.R.s are carrying following necessary documents while leaving for Route: Check if vehicles are loaded as per load out proposal. Make sure POS materials are available for CR’s. Ensure C.Rs/ADR’s have filled Cooler complaint form properly, for any Cooler complaint in the market. Achieve Daily/Weekly and Monthly Volume Target for assigned area. Responsible for expansion of markets to untapped areas and activate Customers within existing areas. Improve numeric and weighted availability of products and packages. Improve KPIs for the assigned block by tracking C.R. wise BIZOM(SFA) and daily KPI report. Convert and track competitor accounts and other non buyers in the territory. Ensure C.R.s are adhering to planned Route for the day. Attain and resolve Customers complaints, if any immediately. Work on improving Merchandising/Brand visibility in the market. Regularly check C.R.’s Route file and ensure data is captured properly. Report to SM any new competition activities in the market. Ensure stock rotation in the Outlet. e.g. FIFO. Plan and discuss with OPERATIONS MANAGER Daily Market visit/activity. Route Ride / visit Market to Check, Supervise and Coach the A.D.R. and C.R. to understand market and industry trend. Coach Sales team of ADRs and CRs/ Helpers through classroom sessions & on the field demonstration. Ensure all documentation/ assets agreement in place for Company assets placed in the Market. Ensure all assets agreements are signed by both customer and authorized TK representative. (Operations Manager/Sale Manager). Maintain details of Customers, Company Assets, Glass and signage by Route/Area. Identify Location for new Cooler/Ice Box or Push Carts in the Market. Reconcile all assets on regular interval as per asset summary list. Follow up Cooler breakdown with Cooler department and ensure to return it back to Customer immediately. To ensure all Company owned vehicles are road worthy and report any breakdown to fleet department immediately. Prepare and submit all weekly and monthly report as required by management. Initiate disciplinary action against C.R./ADR through Sales Manager & H.R. for any irregularities observed. Report the expired stockiest contracts and process for renewal. Update SM/OM with market activities. Submit Market Visit report to SM/OM. Discuss with CR/ADR’s for days work, Sales achieved against target and market activity. Check C.R.’s Tax invoice book as to un-issued invoice to customer, finance copy in the book, book copy available in the book, book copy writings are not written with original ink and are readable, any cancelled invoice to include all copies, and any alteration to be checked with finance copy. Check Load out proposal for next day. Report changes to Yard department, if any. Close day after receiving DSS/Final Settlement summary from all C.R.s./ Key Performance Indicators (KPIs) Absence of Customers complains from the market Business Volume Availability of all brands in the market Timely submission of Sales and Market report to Sales and Marketing/ Operations Manager Increase of new customers Correct and timely submission of sales reports. Absence of cash/Credit shortage Preferred Bachelor’s degree in business administration, finance, Marketing, or closely related field which will provide knowledge of the principles, practices, and administration of FMCG business. Experience:Min 10 years or the equivalent in experience of Beverages/FMCG work experience, directly involved with operations, business, development or related area. Min 2 years Africa/ International sales experience required Competencies:Generic:Business Acumen (general sales, marketing and Production knowledge) Demonstrated leadership ability, confidence, and executive presence. Analytical Ability Culturally Sensitive / Manage Diversity Ethics & Integrity Managing change, adaptability and dealing with uncertainty Negotiation Skills Problem Solving & Decision Making Results Driven/Detail Oriented Take Initiative Team Player/Team Building Specific:

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