MAJOR RESPONSIBILITIES:

·         Establishes sales objectives by creating a sales plan and working target for all channel categories in support of company objectives.

·         Develop competencies and processes required to create an effective and efficient sales organization.

·         Provide leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to correct when necessary.

·         Achieves  operational objectives by contributing area sales  and marketing information and recommendations to strategic plans and reviews, preparing and completing action plans, implementing customer-service standards, resolving problems, completing sales audits, identifying trends, determining area sales tactical improvements and implementing change.

·         Accomplishes human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.

·         Meets financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures; analyzing variances, reviewing credit and cash sales collection activities and proposing corrective actions.

SPECIFIC DUTIES:

Typically, the specific job responsibilities will include:

ü  Should maintain and increase sales of company's products

ü  Should reach the volume targets and goals set for his/her area

ü  Should establish, maintain and expand company’s   regular and key customer’s base of all channels.

ü  Should ensure servicing the company’s key accounts

ü  Should increase business opportunities through various routes to market.

ü  Should set sales targets for individual reps and his/her team as a whole

ü  Should ensure optimized sales route territories and assign facilities

ü  Should develop sales strategies and setting targets within the assigned territory.

ü  Should regularly monitor his/her team's performance based on pre-determined tools and motivating/assisting them to reach targets.

ü  Should prepare a weekly, monthly, quarterly and annually performance report by analyzing sales activities and variances, and initiating sales forecasts.

ü  Should be responsible in ensuring timely customer information recording activities.

ü  Should compile and analyze sales figures and trends.

ü  Should possibly deal with some major key accounts himself/herself.

ü  Should collect customer feedback and make improvement.

ü  should ensure excellent relationship with credit sales customers

ü  Should keep up to date with direct and indirect competitors overall activity.

ü  Should participate in hiring, orientation, training, development and retention of sales staffs.

ü  Should establish effective relationships and collaborations with other departments to address key business issues as required.

ABILITIES AND SKILS:

§  Excellent sales and negotiation skills

§  Good business sense of the FMCG industry in Ethiopia

§  The ability to motivate and lead teams

§  Aggressive sales skills

§  Excellent communication skills

§  Good planning, forecasting and analytical skills

§  Ability to work calmly under pressure

§  Light vehicle driving skill

QUALIFICATION

• BA Degree in Marketing or sales management or business Administration

REQUIRED EXPERIENCE

• Minimum 6 years in sales or marketing area, preferably from FMCG industry