Sales Manager at TUME Middle Africa Consulting Limited

GENERAL JOB DESCRIPTION:

This position has the overall responsibilities of:

• Coordinating sales team of our distribution partners (DP) to pull up their capability for Unicharm Business.
• Building Channel strategy and set sales target based on requirement of top management of Unicharm group and environment status.
• Develops the sales targets and distribution progress by channel on a rolling monthly basis commencing with the launch activity and period.
• Train Unicharm’s sales team and sales team of the distribution partner.
• Supports the distribution and market drive in cooperation with DP and achieves weighted distribution targets by channel.

SPECIFIC JOB RESPONSIBILITIES:

The Sales Manager is responsible and accountable for the following core job elements:

• Set strategic / annual sales plans to achieve UCMENA objectives, key to which are the sales targets by channel and by geographic area.
• Supports DPs to make significant and effective distribution for both MT and GT channels nationwide.
• Supports DP sales team to achieve monthly sales targets, quarterly, semi-annually and annual targets. The matrix to include by product category, by SKU and ensures the sales targets are achieved in each branch and in all channels and accounts to ensure unified market share growth by channel and by geographic area.
• Supports DPs to generate offtake in the stores and generate customer pull for both the trial phase and the objective of building loyal users.
• Presents analysis for entire trade marketing and sales initiatives Meetings with key customers and assists salespeople in maintaining relationships and negotiating and closing deals.
• Provides of a periodic report showing sales volume, potential sales, and areas of proposed client base expansion. This should include Sell-In and Sell-Out analysis.
• Controls implementation of action plans and develops promotion strategies with monthly promotion targets for each account with reference to the plans developed by the marketing team.
• Ensures that the necessary market and product information for sales contract negotiations are collected and up to date.
• Travel to meet customers and other commercial partners.
• Develop and successful execution of the annual business plans, ‘Joint Business Plans’.
• Manage sales operations, ensure ‘right people right jobs’, training, ensure optimum effectiveness.
• Consistent achievement targets, cost of sales operations, trade coverage and distribution targets.
• Knowledge of Traditional Trade (TT), Retail (RTL) and Key Accounts (KA).

EDUCATION AND COLLATERAL REQUIREMENTS:

• Bachelor’s degree in business administration or marketing from a reputable university
• Fifteen or more years’ experience in progressive and diverse sales roles in FMCG Industry; Traditional Trade (TT), Retail (RTL) and Key Accounts (KA). Multinational company experience is preferred.
• Good financial analysis skills, awareness of supply chain and sales activity impacts on the financial statements.
• Evidence of managing people with respect, continuous improvements, learning and execution of new practices.
• Strong strategic, analytical, creative, communication and presentation skills.
• Excellent command of English language