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6 Nov 2023

Head of Sales at GSM Group Of Companies

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Job Description


Job Title:         Head of Sales

Department: Sales and Marketing

Reports to: General Manager (GM)

Supervises: ASM / Marketing Manager / Sales Coordinator/ Distribution Manager/ Sales Reps / KA

Job Purpose:

Take ownership of the business’s performance, RTM/distribution decisions, manage and lead the sales teams to deliver sales volume and category targets. Support the Area Sales Managers, Sales Reps & Customer Representatives to ensure target achievement of sales volumes, merchandising standards, customer service delivery and Local accounts management within the country, with market intelligence report on competition movements & strategy.

Ensure RTM optimization and efficiency across all towns, villages and areas to ensure numeric and weighted distribution targets are delivered in a cost-effective way.

Responsibilities

Sales

  • Ensure Target Achievement of all Goals and Volume Budgets set for the country.
  • Analytical and insights led decision making.
  • Range selling, through the correct pack and flavour mix as per the budget.
  • Implement merchandising standards as per guidelines.
  • Route riding with the team, ASM’s and Sales Reps to supervise and coach on practice of the ‘Standard Call’.
  • Create New Opportunities and align GM for support.
  • Ensure Target Achievement of all Goals set for the country.

 

Customer

  • Plan, Organize, Co-ordinate, Control and Execute Core Work (Sales, Merchandising, Distribution, Account Management & Coaching).
  • Expand the market with Horizontal & Vertical activities, across Urban and Up-country locations.
  • Track Customer Sales and take corrective action.
  • Visit the Trade daily to understand Customer needs, market, and industry trends.
  • Maintain customers and market historical data.

Consumer

  • Look for opportunities to increase brand presence and visibility in the market
  • Create opportunities to increase consumption.
  • Recommend platforms where business meet the consumers.

 

Distribution

  • Make corrections by tracking KPIs and thereby improving distribution and availability of our products & packages.
  • Supervise daily settlement in full and collection of payment by all Customer Representatives.
  • Work with sales coordinator and assist and co-ordinate and approve load requests.
  • Check to ensure effective maintenance of Route/Customer Cards/Files/Books.

 

Resources, Records & Presentations

  • Identify, Allocate, Track & Evaluate resources to maximize sales.
  • Keep details of Customers, Assets, Signage, by Route & Area.
  • Review and analyse the data available and collected.
  • Provide feedback, make presentations & enable corrective actions.

 

Training and Problem Solving

  • Coach Sales Team of ASMs, Sales Reps and Helpers through classroom sessions and demonstration in the marketplace.
  • Attend all Training programs and improve Knowledge, Skills and Attitude.
  • Conduct Sales meetings daily, weekly, and monthly and facilitate problem solving.
  • Organise quarterly comprehensive training through sales trainers

Qualifications

  • Bachelor’s degree in business related fields. i.e Business Management, Business Administration, Marketing, Sales, Economics.
  • Master’s degree in relevant business degree (Desired)
  • 5-8 years working experience in similar role in FMCG.
  • Excellent understanding of the organization’s goals and objectives.
  • Strong understanding of human resource management principles, practices, and procedures.
  • Strong understanding of project management principles.
  • Strong leadership skills.
  • Excellent written and verbal communication skills.
  • Excellent interpersonal skills.
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Method of Application

Submit your CV and Application on Company Website : Click Here

Closing Date : 15th November, 2023.







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