POSITION SUMMARY:

To execute sales strategy in the region ensuring that business plan targets are met by generating customer and commercial sales. Oversee sales pricing, planning, operational forecasting, partner management and trade marketing.

Strategy Execution

Implement the sales strategy for the region to achieve business growth objectives

Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives

Develop a road map to identify the sales pattern in the given region taking into consideration factors that serve as threats and opportunities.

Launch viable regional sales projects in support of business objectives

Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and to provide guidance and support to countries to adopt

Channel Management

Implement/monitor Channel Partner Growth road map.

Monitor financial and performance targets of Channel Partners.

Identify Channel partners within region. 

Ensure all Channel incentives are aligned with organizational goals.

Develop a strong collaborative working relationship with the Channel partners. 

Harness new distribution opportunities with alternate channels

Sales Budget Management

• Manage regional sales budget
• Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
• Maintain proper management and control of expenditures of resources necessary to achieve the target margin.
• Review regional expenses and recommend improvements where necessary

Operation Delivery

Accomplish regional sales in assigned districts; communicating target expectations to dealers and reviewing compensation actions; enforcing policies and procedures

Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining regional sales system improvements; implementing change

Establish sales objectives by creating a sales plan and quota for districts in support of national objectives

Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors

Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

• Responsible for team strength & performance level (attraction, selection, retention & development of Sales team)
• Ensure alignment with Team strength, performance and energy matched strategic requirements – under performers identified, improved or removed
• Ensure direct reports live Company ethics;
• Departmental goals understood and actively pursued by team; work accountability clearly delegated
• Performance reviews are done regularly, everyone has clear picture of current performance, recognition given where it is due and low performers are acted upon
• Coaching & Mentoring

Job Requirements

REQUIRED QUALIFICATIONS:-

Education

•  BA Degree in Marketing Management, Business Management or other related fields

 Experience

• A minimum of 5 - 7 years in a commerce, business administration or sales and marketing leadership role Strong financial acumen and experience in channel partner management
• Deep sales & distribution knowledge
• Commercial experience in Ethiopia

Competencies

Technical Competencies 

• Commercial Acumen
• Financial Management
• Negotiations Skills
• Customer Relationship Management
• Developing Value Proposition
• Product/Brand Knowledge
• Financial Management
• Risk Management
• Governance and Compliance

Behavioral Competence

• Relationship Management
• Conflict Resolution
• Decision making
• Critical appraisal
• Holistic thinking
• Persuading & Influencing
• Coaching

How to Apply

Interested candidates are invited to send their CV and/or cover letters through ethiojobs. 

Only shortlisted candidates will be contacted.