Duties & Responsibilities:

• Follow up & manage mainly secondary sales (sales from distributor to the general trade)

• Clearly Communicate the sales performance report to sales team and distributors

• Supporting the distributor on sell out on the daily basis & follow up on time delivery of the primary orders

• Closely working with sales coordinator

• Achieves the Areas' revenue and SKU target for all products by every distributor

• Conduct weekly and month sales performance review with the distributor and the sales staff

• Manages a team of distributor sales representative (DSR) to optimize the performance in their assigned territory.

• Works closely with the Retail Distributor help them & manage: stock & order management, demand forecasting, credit management, profitability, sales team KPIs.

• Develops productive relationships with key retailers and wholesalers in the area to support the distributor’s business

• Manage the key account customers found under every distributor

• Help build RTM database based on market nature & support the distributor sales team with account development and maintenance

• Follow up secondary sales reports and make necessary adjustment and actions (Call Rate, Success rate and strike rate)

• Analyze other KPI reports and take proper support and action

• Provide competitor activity related inputs to the RSM & Trade marketing

• Based on the market audit and analysis make sure the distributor to carry all stocks and fill gap accordingly

• Conduct competitor related analysis with the help of marketing department

• Conduct weekly and monthly meeting with DSR & Distributor Staff

• Managing e-mails and other communication mediums (telegram)

• Make sure all the resources are fulfilled by the distributor as per the standard

• Provide downtime and undelivered orders on daily and weekly basis

• Responsible usage of company resource. (Computer, Vehicle, Documents)

• 90% of working hours invested on physical market visit 

• 10% working hours invested on office/ paper work (Report, data. etc) 

• Continuously coaching distributor sales representative and staff

• Manage the DSR & all the sales staff of distributors in the assigned area

• Plan & Coach the sales team and provide clear and actionable feedback

• Motivate the sales team and distributors to deliver business objectives

• Create a partner relationship with all distributors

• Maintain good relationship with sales coordinators and drivers

• Communicate to distributors/ Customers the Company EHS rule & regulation.

• Ensure on time incident reporting  

Job Requirements

Requirement

• BA Degree in Sales & Marketing Management field of study 

• Minimum 3 years’ experience as Sales Representatives or 1 Year as Area Sales Manager in FMCG 

How To Apply

Apply Through Ethiojobs :- Area Sales Manager / Adama   / Fill out this form   / THIS LINK

through Email - hana.seyum@et.wilmar-intl.com