Position: Regional Sales Executive
Job Summary
Drive sales revenue growth by following up the total market evolution of the assigned route(s) and territory through collection of data by regular Point of Sale (PoS) visits, creating and maintaining smooth relationships with the outlets and consumers, execution of promotional activities, tracking competitor trade practices and sales activities, identify new opportunities and challenges and suggest possible solutions
Main Duties and Responsibilities
- Document and file the list of all his (her) outlets including active outlets, temporarily closed and permanently closed outlets, and update relevant data regularly.
- Register retail outlets serving competitor brands only (draft or bottle) and closely follow up for penetration,
- Visit a minimum of 25 (Twenty-Five) preselected outlets per day as per the schedule approved and submitted by the Area Sales Manager and fill the survey questions of the application “Sales Automation system”.
- Visit every outlet in his(her) route at least once in a month regardless of the sales volume contribution of that outlet or based on call frequency set by the execution standards.
- Create and maintain a very good and smooth relationship with all the customers.
- Communicate with consumers professionally, collect information, and forward product benefits.
- Availability – Check the level of stock inside the fridges of the outlets, ensure the fridge planogram is respected, fully utilized, and correctly positioned, and take any corrective action when required,
- Quality -Check proper positioning and functionality of company assets,
- Follow up on the timely cleaning of draft machines, CO2, and product delivery,
- Visibility – Negotiate with outlets for priority in dangling visibility and PoS materials (banners, light boxes, Posters, etc
- Price – Ensure all products are priced as per company standards.
- Maximize volume of all SKUs and meet sales Targets.
- organize influential groups or individuals and maintain a strong relationship with them to strengthen support in the market and to use them when the need arises,
- Arrange factory visits for influential people or groups, when necessary.
- Assist in the evaluation of the executed promotion actions results and produce outlet-level reports.
- Distribute any promotional material professionally and keep records,
- Collect adequate information on competitors’ activity, and their market trends (distribution, pricing promotional activities, etc…),
- Identify and develop new market potentials such as large-scale projects, new settlements, new areas, new channels, etc.
- ease the number of PoS in his/her area by prospecting actively and finding new PoS and new markets,
- Communicate with different organizations’ labor unions and negotiate to have priority and influence preference in availing our products and services in their clubs, canteens, or bars
- Perform other duties and responsibilities as assigned by the line manager
Job Requirements
- Excellent interpersonal and communication skills
- Computer literacy with basic knowledge of Word and Excel,
- Customer Service oriented
- Ability to work well under pressure.
- Auto-driving license with experience.
- Very good language skills in English, Amharic, and other local languages
- Auto-driving license with experience.
Education
- The position requires a minimum of TVET Level 3/4/Diploma or Bachelor’s Degree in Marketing Management or Business Administration or Business Management or Management-related fields.
Experience
- 2 or Zero (0) years of respective experience
Language
- undefined
Position: Regional Sales Manager (Mekelle)
Main Duties and Responsibilities
- Develop and implement a regional channel strategy that will be effective considering geographical peculiarities while ensuring that the regional flexibility is in line with the overall BGI strategic framework
- Drive effectiveness and efficiency at all levels of the trade especially at the point of sales/consumption through excellent outlet execution, activating the focus customer and consumer drivers to achieve competitive advantage
- Operationalize and execute the regional sales objectives, plans, and programs by participating in the development of area sales plans and strategies and harmonizing such with overall op-co commercial plans.
- Ensure development of bottom-up sales plan with a clear understanding of geographic differences within the Zone and proffering solutions consistent with BGI Sales and Trade Marketing strategies.
- Explore alternative strategies and tactics and propose and promote new ways of working by delivering continuously relevant analysis for management decisions like market performance (own and competition), depletion analysis, customer information, competitive behavior, price/margin developments, market trends, channel and Route to Market developments
- Ensure development, implementation, and evaluation of Key Distributor plans, identifying key priority areas of development for the distributor to ensure business growth
- Monitor market trends, competitor activity, and customer preferences to identify potential business opportunities and threats, potential new clients, expand the company’s customer base in the area drive revenue growth, and sustain strong strategic relationships with key clients
- Oversee and ensure that all sales activities in the area are executed in compliance with relevant laws and legislative requirements, company and group polices, and standards
- Collaborate with marketing teams to execute effective sales strategies, promotional campaigns, and pricing initiatives and produce periodic sales business performance reports.
- Monitor and manage the effective utilization of assigned budget and resources by ensuring that the total cost of all necessary sales activities is within the allocated selling budget while achieving objectives and driving increased cost efficiencies in all operational and sales activities within assigned Zones.
- Provide strong leadership and guidance to the team by fostering a positive and collaborative work environment that promotes growth, competency development, effectiveness, and engagement.
- Promote a culture of continuous improvement, and accountability by setting clear performance expectations, conducting regular performance evaluations, providing feedback and coaching as necessary, and addressing any performance concerns or disciplinary issues.
- Perform other duties and responsibilities as assigned by the line manager
Job Requirements
- Experience in the principles and practice of commercial delivery, sales strategy, and operation planning, leading its design and implementation in the drinks and FMCG sector.
- Experience in managing, motivating, and developing a sales workforce and harnessing the talents of employees at all levels
- Ability to communicate effectively, negotiate, and network through highly developed written, oral, and presentation skills.
- Ability to develop innovative solutions whilst maintaining continuity of services through setting clear goals/targets.
- Ability to lead, motivate, and enthuse individuals and teams within a rapidly changing environment.
- Exceptional organizational and project management skills, with the ability to handle multiple tasks, meet deadlines, and ensure the successful implementation of Sales initiatives.
- Creative thinking and problem-solving abilities, with a results-oriented mindset and a focus on driving
- Good knowledge of the company, its businesses, and its culture.
Education
- The position requires a minimum of a Bachelor’s degree in Business Administration, Management, Marketing, or a related field.
Experience
- 7-8 years’ hands-on progressive professional experience in managing field sales operations in an FMCG organization and 2 years should be in managerial roles managing junior managers and/or supervisors
Language
- undefined