Regional Sales Manager Job at HRLeverage

⏲ Oct 21, 2019, 9:31 AM
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HRLeverage delivers excellent spectrum of HR Business Solutions through a custom-built approach for organizations. We recognize and strongly support the benefits of a diverse workforce, and strive to provide a culture that recognizes the unique contributions of people regardless of race, color, religion, national origin, gender, age, marital status, or disability status. We are recruiting to fill the position below: Job Title: Regional Sales Manager- Wholesale Job Reference indicator: RSM Location: Nigeria Job grade: Manager Reporting Relationship

Functionally reportsinto: Managing Director
Administratively reports to: Managing Director
Supervises: Regional Sales Team members

Job Objective(s)

Represents the company to the distribution channel and the channel to the company in all sales-oriented activities
Grow the base business,.i.e. growing new business opportunities(Volume and Value) in the named territory
Tailor strategy and solutions to meet the needs of channel members and interface with marketing to understand end-customer needs and facilitate channel solution development to meet those needs

Duties and Responsibilities

This role is responsible for executing long- and short-term Sales strategies across all channels of distribution and secondary outlets in the assigned territories or markets.
Ensure the local channel partnershave the proper resources, tools, information, and monitoring mechanisms in place to ensure the sales objectives are attained.
Acquire new accounts and new distribution outlets along with achieving volume and sales goals.
Advise senior management of competitive pricing, promotions, sales trends and other competitive activity as well as a reasonable action plan.
Collaborate with management to analyze brand sales by retail outlets to facilitate growth opportunities.
Monitor retail outlets’ performance.
Directs the sales operations in his/her assigned territories, working with wholesalers, stockists and retailers.
Executes Sales programs to achieve targets or quotas as part of the organisation’s overall business objectives.
Assist in the recruiting, training, and development of Sales Roles
Revenue accountability is associated with this role, and it will carry a direct quota
Physically call on the qualified 3rd party outlets and retail chains to build long term working relationships.
Work with these qualified 3rd party retail outlets for each chain to establish a strong in-store visibility for our products.
Sell-in and coordinate promotional execution of the company’s retail outlet focussed programs.
Advise account buyers of all media activity, national promotions, unique point of sale items, etc.
Conducts scheduled & unscheduled visits to Channel partners as part of account coverage and to meet reporting requirements.
Typically manages business development executives directly
Typical revenue responsibility will be determined by the National Sales Manager and or COO.

Key Perfomance Indicators:

Net sales from Region
Sales volume (SKU cases price x cases shipped)
Operational Profit (COGS/Cost of Sales)
Market Share in region
% Revenue Growth (New Business) in Region
New Outlets acquired
New outlets on-boarded
Sell-in value & velocity to Channel
Sell-out value & velocity from channel
% Staff Turnover of Top Performing Staff
Forecast Accuracy
% Revenue Forecast Accuracy – 1/3/6 month
% Share of Wallet per retail outlet account managed
Business Performance Reviews Conducted with Outlet owners
Timely Reporting (Weekly/Monthly)
% of sales reports on-time
Sales Team Performance
Sales Team Development Activities Conducted

Minimum Education Qualification

Bachelor's degree
Master's Degree an advantage

Required Experience:

5-6 years of sales experience in a consumer products company (FMCG) across multiple channels of trade, including wholesale and retail outlets.
People management & supervision experience.
1 year of P&L, strategic planning, and/or budgeting experience. Experience with salesforce automation or CRM is essential to success

Required Competencies: