Sales Team leader – General Trade (Mombasa) at Frank Management Consult Ltd

Job Description

The Sales Team Leader is responsible for driving sales volumes, sales revenue, product availability and product visibility in all retail touchpoints in the region /territory assigned. This will be achieved through effective leadership of a team of Trade representatives and Tuktuk sales representatives who cover a defined database of stores, sell to them our range of products, place POSM and drive product visibility. They will also be responsible for formulating and implementing effective strategies that drive achievement of these desired commercial goals

Roles and Responsibilities

• Ensure that the direct reports achieve their daily, weekly, monthly, quarterly and Annual Sales targets for volume and value.
• Review and track attainment of the brand primary targets for the region under jurisdiction in conjunction with the regional Business Development Executive
• Formulate and implement strategies that drive regional and company volume targets.
• Ensure that the company products are availed at all retail environments through regular visit by the assigned Trade reps and Tuktuk reps, accompaniments of these field sales teams to support their goals of driving listings and availability.
• Track, monitor and audit availability scores in the retail environments through regular audits and ensuring that they are as per set company standards and scores.
• Ensure that the focus products are always available at the uplifting points as per prescribed Min- Max levels.
• Ensure timely replenishment of all uplift points and on a regular and defined pattern.
• Ensure that the Trade reps always maintain adequate trade float and any discrepancies are reported to the senior management team - HR and Sales
• Regular audit of stocks and cash in hand to track adequacy of the trade float.
• Ensure that Trade representatives have duly filled and signed the trade declaration form after float issuance or adjustment.
• Manage the company resources in the region – Vehicles, Tuk-tuks, Company Owned Phones, and ensure they contribute a positive return on investment to the company.
• Ensure that customer asset partnerships contribute a positive Return on Investment
• Report any breaches in company Asset usage to senior management.
• Closely monitor Trade representatives time and attendance in the app and share on daily basis.
• Leave management-Ensure all leave taken by the reportees is applied and approved in the system before proceeding.
• Plan the regional BTL activities and ensure timely executions of scheduled activations with an end of activity report filed to guide future activations and planning.
• Assist in gap identification and liaise with marketing to bridge the gap.
• Mentoring & training the field sales teams through on-the-job field accompaniments to guide them on any areas of improvement.
• Identifying any training needs after a comprehensive needs assessment and working with the leadership team and HR to offer training for any areas of improvement noted.
• Identify critical roles within the department and develop comprehensive talent acquisition and management strategies.
• Recruit, develop, and retain top talent, fostering a high-performance culture and ensuring a skilled and motivated workforce.
• Champion employee development initiatives, providing training and mentoring opportunities to enhance skills, knowledge, and leadership capabilities.
• Lead, inspire, and develop a high-performing team, providing guidance, coaching, and support.
• Set clear performance objectives, conduct regular performance evaluations, and identify training and development opportunities.
• Foster a collaborative and results-oriented work environment that promotes teamwork, accountability, and continuous improvement.
• Identifies and manages sales risks. Develop risk mitigation strategies, establish contingency plans, and monitor key risk indicators to minimize disruptions and ensure business continuity.

Minimum Qualifications             

• Degree in Business Studies or any related field
• 5+ experience in a similar role within the FMCG industry.
• Must have a clean, active & valid driver’s license
• Must be willing to work and live in Mombasa