Purpose of the job

To optimize sales of company products through a distributor network in assigned territories in a sales region and provide adequate supervision for Sales Representatives to activate and sell the targeted sales volume of the company’s products.

Key Accountabilities

• Propose for RSM approval and execute the approved territory plans covering distributor sales volumes, stock levels, pricing and margins, activations, and promotional plans per SKU
• Coordinate the sales staff under his/her supervision to achieve the agreed weekly, monthly and annual sales targets for the distributors in his/her area
• Direct and monitor the sales representatives in his/her area to effectively manage inventories of Full and Empty crates in his/her assigned area to ensure uninterrupted stock availability to the retail outlets
• Undertake routine problem solving visits to all distributors as planned within his assigned area
• Ensuring implementation of area plan to achieve trade marketing, and sales targets
• Ensure team’s sales target is achieved
• Propose to Trade marketing effective promotional activities to help our customers improve their profits and to attract new consumers
• Work with Trade marketing to implement successful sales promotional activities in the assigned area
• Coach and monitor the sales team under his/her management to create and maintain strong relationship with outlet owners and other trade partners
• Report pertinent issues to management and lead the sales team to resolve any issues affecting customer relations in his/her area
• Coordinate the collection, analyses and reporting to management of information from consumers, outlet owners and other sources about activities of competitors’ in the area of operation
• Supervise the sales representatives to plan and execute activities to achieve sales volumes targets in the given area of operation. These objectives will be defined by brand and SKU and by customer category
• Coordinate the activities of the sales representatives in the given area in order to increase the number of retail outlets in the area that stock products of Heineken Breweries Share Company (Ethiopia) through active prospection of potential customers
• Ensure that the planned weekly visit frequencies are followed by each sales representative and that each sales representative gathers the required information accurately and completely on each outlet call card/ Perfect Execution through top check
• Select outlets, negotiate at retail via different visibility and Point of Sale (POS) materials (banners, light boxes, posters, etc.) based on a specific target in a designated area. Follow up the implementation in coordination with the designed Excellent Outlet Execution (EOE)
• Ensure that visibility materials placed outside and inside the outlet are in the most strategic positions and ensure that corrective action is taken to retain the most impactful positions
• Propose suitable outlets and adapted promotions and implement planned promotions in coordination with Trade Marketing
• Maintain outstanding business relationship with all the customers and his/her line manager and lead the team to take appropriate action to make Heineken Breweries the preferred supplier of the retail outlets
• Performs other related duties as required or requested

Planning & Budget

• Contribute to the development of the regional sales and trade marketing plan
• Contribute to the regional budget process and its implementation in the assigned area
• Ensure discipline in the management of any applicable credit policy for retail outlets in the given area

Perform other activities as assigned by supervisor

Department: Sales 

Function: Sales

Reporting to position: Regional Sales Manager

Job Requirements

Education

• Degree certification (BSc or BA) in Arts or Science disciplines

Experience

• Two years in leadership position in the area of Sales and Marketing
• FMCG experience is preferable

Languages

• Amharic
•  English and other local language (Preferred)

Work contacts (includes, but not limited to)

Internal

• Trade Marketing
• Sales Capability
• Sales Operation

External

• Customer
• Consumer
• Distributor

How to Apply

Interested and Qualified Applicant can send through: hk@ethiojobs.net

Note: Use "Area Sales Manager" as the your subject title of your email !