Area Sales Manager

Implement a sales management process to prioritize key customers and opportunity to achive territory Volume Target.

Co-ordinate cross functional team alignment that delivers on the Channel Strategy and targets.

Responsible for driving profitable growth within specified Distributors; Customer Groups and independent outlets to Maximize ROI.

Regularly assess sales performance and target alignment for your territory.

To maintain effective accounts management and professional customer relationship management that achieve customer and Channel objectives, KPIs and targets.

To maintain and grow the commercial and supply relationships with the Internal Supply Depots/ stakeholders that translate into increased sales volumes and expanded product lines.

Effective account management, through regular engagements that drive profitable growth.

Monitor and co-ordinate cross functional teams/distributors to successfully deliver on targets and   meeting business Scorecard requirements.

Meet customer callage and brilliant basic’s compliance (pre-call planning/presenting/converting/auditing/survey encompassing customer targeting model (OTM) and content management).

Strategy Formulation:

Territory Strategy Formulation and Implementation/Tracking.

Formulate short- and medium-term Outlet relationship customer strategies to deliver sustainable, profitable growth by key customers in your Territory.

Ensure alignment across plans and with the key accounts in your Territory.

Drive the achievement of targeted sales growth through our direct distribution partners.

Evaluate and monitor competitors and their activities, via an infield CRM application and formulate proactive responses when required.

Territory customer/distributor base management, develop senior and junior level relationships that enable the achievement of customer plans.

Customer Relationship Management:

Achieve Monthly Sales Budget Per Category:

Call on a set customer/distributor base and take orders as per Outlet Targeting Model (OTM) Contact Strategy/Customer tiering.

Manage sales in price vs customer margin expectations at an outlet level vs promotional pricing.

Track monthly: by customer volume objectives and apply corrective action.

Ensure that you deliver improved On-Shelf availability of complete Milling portfolio by ensuring best practice is designed and followed for your Territory and information provided is timeous and accurate.

Deliver increased ROI from the structuring of your call cycle via the use and refinement of the Outlet Targeting Model/Customer Tiering.

Compile monthly action plans to achieve targets by customer.

Achieve sales budgets for the region, customer group and customer within the geographic area.

Analyse customer need, growth expectations and provide feedback on customer’s performance through formalised feedback.

Establish good relationships with all outlets and regional managers.

Distribute and share sales information, sales statistics, etc. weekly.

Marketing and Promotion:

Manage Point of Sale Material Deployment effectively in line with your call cycle.

Drive and assess trade promotions investment in your customers to ensure maximum profitable growth.

Implement promotional plan to achieve volumes.

Manage promotions and in store executions.

Market and Customer Insight Maintenance.

Analyse and track market, customer and channel trends and in-market measures at the customer and channel level, such as distribution, share, price, and merchandising performance.

Identify business implications and make recommendations.