Regional Sales Manager

Job description / Role

Core Purpose of Job:
To direct control a van sales operation to achieve budgeted sales & profit of entire Almarai products in his sub region by managing & monitoring performance of sales areas.

Areas of Responsibility (AOR)
1.Plan the targets for different sales areas & communicate down the line to ensure everyone is working towards achieving the company objective
2.Achieve budgetted sales volume & margin of Fresh, Foods, juices & UHT products to deliver company’s targetted profit
3.Achieve distribution targets for all products/ SKU’s as per recommended portfolio in all trade channels to optimize sales & market share
4.Monitor & ensure that the orders on Fresh, Foods, UHT & juices are in line with market demand to control wastage & optimize sales
5.Ensure that the TC & debtors within the company TC/ credit policy to avoid any financial loss
6.Make sure all members in the team adhere strictly to quality & safety policy to protect the company’s trust & goodwill among customers & consumers
7.Maintain a healthy & professional relationship with all internal & external customers for the smooth operation of business
8.Ensure all staff are equipped with the right skills & knowledge to optimize team as well as individual performance
9.Forecast, plan & review the resources & assets provided like manpower, sales vans, staff holidays to ensure they are utilized to the optimum level

Activities:
1.Directing the Sales Supervisors by defining and communicating sales targets for each Sales Supervisor.
2.Giving feedback and gaining commitment in improving area performance by conducting improvement-focused coaching sessions and attending sales session endorsement.
3.Ensuring that his sales areas operate cost effectively and yield maximum results by regularly reviewing route and area performance and the factors that drive cost effectiveness and sales performance (e.g. call rates, stock rotation)
4.Increasing sales turnover in his area by actively identifying and exploiting new business potential in the area.
5.Maintaining good customer relations by solving and / or helping Sales Supervisors to solve customer complaints promptly.
6.Investigating possible fraud by ensuring that customers are visited and invoices/TC balances/Truck Stock is checked periodically.
7.Contributing to better management decision making by preparing and presenting timely market-related reports as required to his Regional General Manager & Marketing Managers.
8.Achieving his overhead budget by controlling operating costs and overheads in his area
9.Contributing to the annual budgeting process and periodic forecasting process by providing Regional Financial Controller with timely and accurate budget proposals and forecasts.
10.Improving the saleability of the entire product range by managing the use of merchandising resources and the application of the Almarai Merchandising Policy.
11.Ensuring product quality and freshness by implementing CPH, CCM and DCP practices
12.Maintaining a healthy and safe working environment by personally adhering to, and ensuring the adherence of his team, to policies and procedures on health, safety and hygiene.
13.Keeping the right number of Sales Supervisors and salesmen to serve the routes in his area by systematically planning and implementing employees’ vacation schedules and by accurately forecasting recruitment needs.
14.Ensuring Sales Supervisors and salesmen are equipped with skills and knowledge for the job by providing training that address clearly defined training needs.
15.Ensuring that all his staff has a current and valid Individual Training Plan (ITP).
16.Helping Sales Supervisors and salesmen meet or exceed job expectations by monitoring, coaching and motivating them and accompanying or visiting them in the market regularly.
17.Ensuring the optimum use of material resources (vans, HHT and printers, fridges etc) by regularly monitoring and dealing promptly with problems arising from usage and accountability of individuals.
18.Ensuring the effective management of credit accounts within the areas by implementing the company’s Credit Control Policy.
19.Sustaining positive team spirit by treating team members fairly and dealing with problem situations firmly and decisively.
20.Ensuring that Almarai responds quickly to changes in the market by initiating tactical sales activities in his areas to counter local competitor activity, with the prior approval of the RGM.
21.Motivating and encouraging his staff by monitoring and appraising them on regular basis.
22.Monitoring his staff’s conditions of employment in relation to their workplace and accommodation by visiting them in the workplace and villa periodically.
23.Gaining an in-depth knowledge of his area by visiting shops in his areas regularly.
24.Negotiating with customers for the right amount of shelf space & optimum use of LTA budget
25.Coordinating with Training Manager in formulating “system/ process changes” training packages to be delivered to end users
26.Providing direction & guidance to his team in effective cooler management & monitoring cooler performance
27.Safeguarding all the assets of the company provided to sales staff in the best interest of the business

Requirements

Qualifications:

Essential
1.30 years or older.
2.Graduate in any stream
3.Good verbal and written English skills.
4.Highly numerate and analytical.
5.Computer literate.
6.Possess a valid driving license

Desirable
1.Knowledge of accounts interpretation.
2.Good verbal Arabic and written Arabic skills.
3.Post-Graduate Degree in Sales & Marketing

Experience:

Essential responsibilities executed
1.Four years experience in FMCG sales management
2.Experience in handling sales teams

Desirable responsibilities executed
1.Experience of budget preparation and planning.
2.Six years experience in FMCG sales/business in a managerial position
3.Experience with Hand Held Terminals or similar system.
4.Previous middle-east or out-of country-of-origin experience.
5.Previous van sales experience

Please apply now online.

About the Company

Almarai is the largest integrated dairy foods company in the world with an unrivaled reputation synonymous with delivering excellence and quality across its entire range of products. Operating across the gulf region, Almarai currently employs over 40,000 employees servicing some 60,000 retail outlets with a turnover that exceeded $3.6 Billion USD in 2015.