Sales Manager

Job description / Role

ROLE

• To implement and execute Account Business Plans, activities, promotions and deliver/exceed the planned volume, revenue and targets for assigned customers.
• Ensure collection as per company credit policy.
• Drive volume, profitability & share across the all Trade channels.
• Develop & deliver the business plan through cost effective Customer Development Agreement (CDA) and world class standards merchandising materials and in store programs.
• Roll out of PI AOP business initiatives across customer base.
• Executing the sales plan for assign customers and achieve the sales volume, market share, market execution and customer service objectives through effective leadership and maximum utilization of the sales teams and ensuring successful achievement of sales AOP and to safeguard & develop the company image in the market place.
• Manage sales team for day-to-day execution.
• Maintain and develop strong willing and relation with all customer organization level.

PRINCIPAL ACCOUNTABILITIES

• Implement the annual action plan to achieve target.
• Collection as per credit policy.
• Manage customer accounts within specific KPI’s:
-Shelf space.
-Product locations and exposure.
-Execution of all promotional activities.
-Maintain orders, shipment, and delivery to customers.

• Coordinate and execute mega events in major accounts.
• Manage and execute product promotions within given time as per strategic plan.
• Conduct market visit to ensure proper execution and implementation.
• Attend to customer complaints and comment.
• Respond to market change and implement changes accordingly.
• Insure consistent expansion according to AOP;
• Execute timely operations.
• Assign staff according to expansion needs.
• Set and approve training as per individual and department needs.
• Indulge in the selection process during recruitment events.
• Identify and evaluate new opportunities in market from sales management point of view.
• Dominate stores openings.
• Prepare monthly and weekly brief to Team which contains all details related to the Confirmed Activities with customers (items, quantities, displays, prices, POSM, mechanics, etc…).
• Negotiate, sign and execute the CDA with customer on time and as per AOP and Financial Guidelines.
• Make sure Service Level is properly followed as per agreed Strategy by store format.
• Make sure the Account Plan is being implemented in Full & in Time.
• Execute the agreed POP (Point Of Purchase) sales driver initiatives and targets.
• Execute the Activity Calendar.
• Proactively report performance status versus objectives to track business performance.
• Regular visits to the stores as per agreed schedule.
• Motivate the sale force to ensure appropriate local activity is delivered within the allocated accounts.
• Lead and interact in solving problems.
• Update Score Cards at regular and consistent basis.
• Undertake store checks alongside account visits to ensure Execution 100% implemented as per CDA & Plans.
• Develop plan including projects, coaching and formal training.
• On-going leadership, motivation and coaching of direct reports.

• Commercial awareness - strong knowledge of what's important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.
• Strong verbal and written communication as well as facilitation skills-Confidence to lead and direct discussion across all levels. Ability to engage and enthuse others with clear, concise communication to reach decision and recommendation.
• Strong Negotiation and relationship building skills and ability to influence –Ability to influence at all levels and build relationship with key customers.
• Demonstrated functional expertise with FMCG Company for a minimum 5-7 years of sales field experience.
• Very Good English and Arabic language skills.
• No travel restrictions.
• Results driven (results based on specific efficiency and productivity KPIs within predefined time frames).
• Developing and Supporting the Team (Actively improves others' skills, cooperate effectively, diplomatic conflict handler).
• Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment).
• Integrity (Mutual trust, consistent with company ethics and values).
• Execute and operationalize a business strategy.
• University Graduate & Computer Literacy (Windows applications).

About the Company

Propel Consult delivers a service in step with the needs of both our client companies and candidates. Our ability to add value to all levels of recruitment stems from our wholehearted belief in providing a professional service to both parties.

We have built relationships with many leading indigenous and mulitnational organisations throughout the Middle East and internationally in countries such as UAE, Qatar, Saudi Arabia, Oman, Bahrain, Kuwait, Egypt and many more.

Concentrating our resources has created 5 distinct specialist divisions:

• Banking & Finance
• Human Resources
• Oil & Gas
• Construction
• Architecture & Engineering