Ref: KP164-968

Job description / Role

Employment: Full Time

Adecco is working in partnership with a leading tableware manufacturing client who have openings in Saudi Arabia for 3x Area Sales Managers (Riyadh, Jeddah and Dammam), reporting into the Country Sales Manager.

KEY RESPONSIBILITIES:
- Delivers Company agreed objectives & targets.
- Organize the team while building capable and effective sales organization that is applicable to the assigned territory & channel.
- Achieve sales targets & objectives: brand wise, customer wise & team wise.
- Monitor and track IMS performance, objectives achievement & activities implementation by (Channel), take corrective actions if needed.
- Conduct scheduled and unscheduled market visits to check route coverage and availability of company products in their area, competitors’ activities.
- Acts on identified opportunities in the proper manner.
- Gathers information on direct customers (strategy, positioning, organization...) and leverage them into commercial approach and proposals.
- Develop and update coverage plans and sales targets for his area, customers, and team.
- Control and execute the area sales strategy to ensure distribution is managed efficiently to achieve agreed sales volume.
- Execution and Enrichment of Customer Base.
- Survey the potential markets for CG business and work towards enriching the customer pipeline by creating new leads within the assigned country.
- Monitor and Guide the team of distributors/customers by ensuring proper implementation for any new areas in the markets / or whereby introducing new products or winning new customers.
- Monitor the assigned market and be informed on what competitors are doing on CG segment to be on top of the competition.
- Suggest action plans that will execute the CG sales objectives on several areas such as better techniques to achieve sales target on CG business respectively in the assigned country, serving the customer needs, improvement on delivery process, ordering process, customer service etc.
- Conduct Market analysis (including competitors) and identification of the potential/growing CG channel and feedback the outputs gathered to VP Sales Central ME in order to devise the right tactic plans to develop the assigned market.
- Conduct regular customer business review to achieve customer level development objectives.

Visibility & Establishment:
- Transform the local knowledge of the area into key competitive advantages.
- Execute the identified events in collaboration with the agency in the respective country by coordinating with / taking support from the TMM /Marketing team.
- Identify, select and TMM.
- Achieve & implement display standards required brand and channel wise; 100% Visibility agreements implementation.
- Execute new product launch programs by channel in coordination with the TMM.

Financial Compliance:
- Monitor the CG targets as per yearly budget plans to develop strategic action plans accordingly.
- Coordinate with Finance & Accounts to ensure compliance with all financial norms to propose the pricing/ control collections & receivables and be fully responsible for the areas P&L.
- Manage and control all spending activities related to trade and marketing activities to be in line with preapproved budget.
- Manage receivables and trade inventory as per KPIs.
- Follow up, review and raise credit notes pertaining to relevant appropriate and approved spending.
- Conduct minimum two account confirmation by customer per annum.
- Supervise & assist in all trade agreements negotiation with key accounts. Ensure proper documentation and filing.
- Ensure having the right stock in his area that does not exceed the 3MFC.
- Manage Receivables through the sales team to maintain healthy ageing by customer.
- Regular check on SOA's by head.

Strategic Responsibility:
- Achieve highly efficient team, systems & sales procedures, monitor all outstanding – channel & Sales Executive wise while sharing significant developments to CM KSA.
- Achieve his area sales target, build distribution.
- Increase number base. (Vertical - Sit with sales teams and list the SKUs with key customers based on the potential of customer i.e. Identify the KPIs by aligning this.
- Horizontal - Sales market visits and check opportunity call with more wholesalers)

Operational Responsibility:
- Achieve IMS (In Market Sales), distribution and visibility objectives and targets as per approved KPIs.
- Implement and follow up on Sales operational system (SOPS) that includes CRC (Customer Record Card), DSR (Daily Sales Report)
- Ensure proper routes (Journey cycles) by the Sales Executives.
- Routes update should be on quarterly basis.
- Implement retail selling price (RSP) as per agreed pricing Strategy by SKU by channel.
- Ensure effective use and management of POSM according to agreed guidelines; follow up on tracking tools implementation.
- Ensure updated records availability on market placement.
- Ensure implementing proper stock levels by channel to avoid market returns.
- Continuous trade visits to ensure that all set routes & display standards are implemented.
- Develop and publish Key Performance Indicators to all direct reports.
- Conduct Monthly & Quarterly Business Reviews

People Management Responsibility:
- Communicate and train the team to effectively and successfully implement the brands business plan.
- Set monthly quantitative and qualitative objectives for his team.
- Review and coach to ensure execution.
- Ensure that all Sales Force members are updated on product knowledge, Features & Benefit.
- Conduct monthly and quarterly reviews of business with the sales team & management, report deviation and take corrective actions if needed.
- Actively ensure that the sales team possess acceptable levels of product knowledge and skills to achieve planned objectives.

Level of interaction:
- Communicates regularly with customers to ensure they are kept up to date with new products, changes and new strategies that the CG business unit is establishing.
- Coordinate with 3PL to ensure proper service levels for his customers.
- Regularize formal and informal performance review and take corrective actions to reach monthly objectives.
- Communicate with the Sales Executive on the action at the store level that needs to be taken.
- Manage any issues at the store level to ensure product spacing is the maximum for company products.
- Ensures the smooth & efficient communication of information with all support functions in order to deliver

Requirements

- Fluent in both Arabic and English languages.
- 3-4 years as a Sales Supervisor managing a team essentially (Modern Trade as a MUST and Traditional Trade exposure)
- Previously worked within a distribution (L2 - Distributors & L3- Retailers) base experience in KSA
- Arabic proficiency with English fluency
- Experience in finalizing agreements with Customers and managing a team.
- Experience handling rural areas within KSA.
- Preferably KSA market experience with flexibility to relocate within regions.

About the Company

The Adecco Group is the world’s leading talent advisory and solutions company. We proudly make a difference in the working lives of 3.5 million people every year. Our culture is entrepreneurial and inclusive, and we are united by our passion for making a difference in the world of work. We work with over 100,000 organizations in 60 countries, enabling their success. We have 35,000 people working with us across more than 60 countries and territories.

Adecco has been rapidly growing in the Middle East since 2008, developing a substantial footprint throughout the region. We work across 250 different clients, Adecco has more than 62 full time employees, working in 4 offices, servicing all countries across the GCC region. We offer Temporary Staffing, Permanent Placement, Executive Search, Assessments, Visa And Payroll, Outsourcing, PRO Solutions customised as per client requirements. Adecco Middle East Head Office is based in Dubai with a branch at Abu Dhabi.

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ARCHITECTURE ENGINEER salaries in UAE

Average monthly compensation
AED 14,500

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