Monday, June 4, 2012

Area Sales Manager Work in Kenya


Job Title: Area Sales Manager (ASM)
 
Department: Sales
 
Reports To: Regional Sales Manager
 
Location: Kenya
 
2. Purpose
 
a. Responsible for achievement & exceeding of sales targets, both secondary sales & primary sales, in a geographical area.
 
b. Provide leadership to a distributor(s) & distributor sales team(s) on maximizing EEAL business expectations.
 
3. Key Accountabilities
  • Train, guide and supervise distributor’s salesmen on product knowledge, selling skills and customer service to meet management expectations.
  • Conduct analytical performance reviews of distributor and salesmen with a formal assessment monthly.
  • Merchandise and ensure display/visibility standards are maintained.
  • Develop and maintain accurate market descriptions and define growth potential.
  • Accomplish set sales targets and financial quotas.
  • Maintain and enhance distribution of product and range in appropriate outlets.
  • Ensure distributor has adequate stock and range to meet target volumes.
  • Ensure distributor operates within agreed credit terms with the company. Establish validity of distributor’s discount and incentive payouts, ensuring all agreed company procedures are followed before authorization.
  • Identify and track trends of 20% of outlets that give 80% of business value by major SKU’s.
  • Hold regular performance meetings with your team to discuss business development plans.
  • Ensure the required reports are correctly completed and submitted to the Head Office on time:
  1. Forecast Report (Monthly).
  2. Delivery Schedule (Monthly).
  3. Secondary Sales Report (Monthly).
  4. Daily Sales Numbers (Daily and Written Report to be sent weekly).
  5. Market Intelligence & marketing report (in real time and the written report bi-weekly).
  6. Feedback from Market.
  7. Proposals and Summary of Promotions.
  • Implement and report on marketing activities, e.g. Promotions, POS.
  • Ensure Company policies, procedures, business standards and code of conduct are complied with.
  • Provide value added performance through the following activities: selling, merchandising, handling customer complaints, opening new outlets, growing new range in outlets and product knowledge dissemination to trade.
  • Develop and execute Job Description for the distributor sales people. Ensure that the Distributor sales people meet the Key Focal Points.
  • Distributor sales people meet the Key Focal Points.
4. Job Specification

Education and Experience:
  • Bachelor’s degree in a business related field from a recognized university.
  • Proven sales experience (2-3 yrs) in a competitive environment. FMCG experience will be an added advantage.
Other Skills, Competencies and Requirements
  • Strong sales, team-player, and potential management skills:
  1. drives for results
  2. thinks strategically
  3. acts with integrity
  4. fosters open communication
  5. provides the best service and motivates customers
  •  Fluent communication skills in English;
  • MS-Office (Word, Excel. PowerPoint) and Database experience at user level;
  • Willingness to travel regularly
Please send your CV and remuneration package to therecexpert@gmail.com by the 15th June 2012 at 5.00 pm. 

Candidates earning more than KShs 80,000 need not apply.
 
Please indicate in the subject matter what position you are applying for.
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