Field Sales Development Leader - Nairobi at Mars

Job Description:

We are seeking a dynamic and results-driven leader for a customer-facing role, responsible for managing and motivating a team of field sales representatives. This position plays a key role in ensuring the successful execution of all field sales initiatives, achieving agreed targets and objectives, and delivering on our Perfect Store ambitions. The successful candidate will drive excellence in execution, maximize points of distribution, and ensure the highest quality of in-store displays.

What are we looking for?

• Bachelor's Degree required
• MBA is considered an added advantage
• Over 8 years of experience in field sales operations or customer management
• Strong experience in line management or field sales management
• Proven track record in building new brands and launching new products.
• Ability to develop consistent and logical proposals based on sound analysis, with an understanding of broader business implications

What will be your key responsibilities?

• Regional Leadership & Performance Management: Lead sales team performance to achieve top-line financial goals and improve IMS for both volumes and value.
• New Product Penetration: Drive penetration of new products through effective in-store execution and collaboration with CM on trade activities.
• Coverage Expansion Plans: Continuously evaluate service solutions and staffing requirements to enhance sales coverage and frequency, ensuring high standards of customer service and execution excellence.
• PICOS Execution Plans: Deliver, manage, and measure PICOS execution, and engage distributor partners to implement in-store strategies.
• Sales Team Management: Enhance team effectiveness and productivity by managing operational activities, overheads, and company assets, and planning for PJP’s and KPI delivery.
• Distributor Demand Planning: Improve forecast accuracy by collaborating with distributors and analyzing customer/sales data to provide insights for accurate demand planning.
• Distributor Efficiency & Operations: Optimize distributor sales operations, Q&F standards, AR, payables, and P&L to ensure value creation and adherence to JBP plans.
• Team Development: Develop Mars Wrigley and distributor sales team capabilities by assessing team capability gaps and planning development areas with clear objectives.