Territory Sales Manager (TSM) – Dire Dawa – Komari Beverage
Sales and Marketing
Komari Beverage
Scope of Role
The Territory Sales Manager will be responsible for the performance of the company sales in the territory. He/she will be responsible for the volume and market share target, leading a team of sales representatives for the maximum achievement of volume and market share.
The position holder will be responsible to make sure the day to day deliveries in the territory goes uninterrupted, Trade assets in the territory are properly planned, distributed, and followed up for maintenance and use for the purpose.
Purpose of Role
This role provides close support for the sales team on the ground daily. the person is responsible for coaching the sales representatives, driving sales in the territory, managing relationships between the outlets and the sales representatives and distribution team.
Makes sure execution standards are followed by the sales and distribution team, POSMs are continuously being monitored, deployments are based on value for money principles and act as the first line to solve complaints on the sales team arising from outlets and consumers.
Assess and validate promotion proposals and promotion outlets from the sales representatives before passing them on to decision making. Also, coordinate his sales team with other territory managers to implement promotions and make sure the promotion is implemented as planned and meet the objective.
Key Responsibilities and Accountabilities
Asses the territory for opportunities:- the sales supervisor is responsible for outlining the territory outlet dynamics using the territory database system, assisting the sales supervisors in setting outlet targets, outlet prioritization, route development and planning, identifying, growth opportunity areas, Allocate promotional and POSM resources between the areas in the territory, develop a group and individual coaching plans and schedules for each sales rep. conduct competitor trade practice tracking to understand the market dynamics and report on the changes to initiate action.
Plan for sales Execution and implementing the sales plan: make sure the sales reps are ready in terms of skills, and resources required to do their job, evaluate and validate each sales representative’s plan. Verify the POSM distribution and promotion outlets before communicating to the divisional sales manager. Follow up on the in-trade execution in his territory against the standard and take corrective actions.
Measurement of territory sales performance:- monitor volume and market share performance against target for the territory and key outlets in the territory. Make sure in-trade execution is going according to the pan by each sales representative. Develop a territory report on volume, market share, POSM management, in-trade execution, competitors’ trade practice, trade opportunities and challenges, promotions conducted vs the objective and their contribution to sales and brand development.
Teamwork and participation:- promote an open, honest and respectful communication culture both up and down the hierarchy. Always make sure the team spirit is in check and the relationship between the team and the outlets are smooth and productive. Continuously couch the team not only on the day-to-day executions, identify gaps and take corrective actions on the spot.
Requirements
- BA/BSC in a Business Field or related
- Minimum of two-year experience in sales in the FMCG industry.
- Good analytical skills, result-oriented, quick learner,
- Entrepreneurial team player excited to contribute to help build Komari
- Strong interpersonal communication and basic report writing skills
- Self-starter and result oriented
- Demonstrated team leading skills,
- Proactive in decision makings
- Basic Microsoft office and email skills.
As per the company Scale
