Mission                 

Develop and implement sales strategies to increase market share and profitability in a very professional and sustainable relationship with our customers in line with our Annual Business Plan (ABP). Direct coach and support Channel Managers and Sales team to establish and reach the sales targets translating ABP and company’s objective into sales figures. Motivate & Guide Channel Managers and Sales team to insure proper coverage, distribution and collection aligned with each sales representative routing. Analyze stock movement/availability and transfer between warehouses when needed.

Job Duties            

Sales Planning

-         Participate with Channel Managers and top management in determining sales forecast

-         Play the major role in planning the procedures to be implemented to achieve forecasts in sales and profits

-         Set objectives for sales force

Forecast & Budget Management

-         Collect market information from sales team to establish correct forecast

-         Determine and review sales forecast for all products by store/ category / SKU / territory / etc…

-         Ensure that Channel Managers are controlling & monitoring the direct distribution & coverage plan, and performance of sales representatives against set objectives

-         Manage all data related to sales using various system reports

Operations

-         Coach actively sales team, through general training and one to one field accompaniment

-         Spend most of the time on the market to monitor performance of customers and sales force

-         Follow up with head of departments to ensure they assist the Sales Representatives in identifying and pursuing new business opportunities via expansion of the customer base, promotional activities or merchandising changes

-         Authorize additional agreed FOCs, damaged goods uplifts and customer discounts as per company set policies

-         Recommend pricing policies upon management request

-         Recommend terms of business with customers

-         Handle top customer special cases and needs

-         Supervise marketing activities execution in conjunction with Brand managers.

Setting forecast

-         Analyze last year’s sales figures to capture all the positive & negative experiences to apply the proper annual or tactical action plan in collaboration with the marketing department

-         Set annual forecast to assure a well-organized workflow between all departments in order to snatch all market opportunities by submitting a detailed forecast by end of each year

-         Revise quarterly the sales forecast 

-         Split a fairly monthly forecast on team members to closely track the sales by observing customer’s monthly performance versus his current forecast

-         Establish a monthly objective to drive the sales team focus on a missing opportunity by setting-on an incentive

Reporting

-         Prepare dashboards & business review (distribution, sales figures, collection…) to assess the performance of each business aspect by extracting data from the system and to be shared with management/team members for action plan & analysis

-         Report market and competitive activities and recommend actions

-         Collect data sharing form key customers to audit our shelf/market share by applying the figures in a PowerPoint presentation and suggest tactical & constant activation  

-         Reduce to the minimum the percentage of returns and damages V/S Sales 

Team Coaching

-         Conduct Weekly meeting for Channel Managers to effectively plan the sales process by involving them in the decisions & gain their commitment

-         Set the overall “Sales Fundamentals Guidelines”, provide a copy to sales team to abide by

-         Follow up on daily basis with Channel Managers the monitoring process and provide help & coaching where necessary to excel better 

-         Reassure team spirit among team members for better workflow by encouraging constant collaboration in daily tasks

-         Provide sales training for new recruited employees to enable them working like pros by applying what they have learned in each visit

-         Conduct sales force training assessment and appraisal

-         Coach regularly the sales force

-         Accompany sales team and Channel Managers in a random market visit to evaluate their performance & apply instant corrective actions or corrective measures

-         Ensure the sales force is properly equipped, trained and motivated to achieve preset KPIs

Client Relationship

-         Maintain good relationship with customers to sustain a mutual business relationship by paying monthly random visits especially to key customers

-         Ensure our overall service is adequate with customer expectation by solving & follow up on day to day problems

-         Negotiate Business Development Agreement “BDA” on monthly basis and maximize the market share 

-         Ensure that Channel Managers are monitoring contracts implementation to maintain shelf share and gain market share by observing that all agreements are put into action and check it on sight regularly  

General

-         Carry out other similar duties that can be defined within the broad functional job and functional responsibilities outlined above. These may include special missions assigned by direct superior, support to other departments/units, providing on the job training, etc.

Authorities          

-     Approve Sales Routes.

-    Approve New Stores Registration.

-    Approve Stores Classification.

-    Approve Blocked & Reactivated Stores.

-    Approve Credit Notes, Discounts & Requested Free Goods Forms & share them with the Commercial Director   for Final Approval.

-    Approve Vacation Request & Absence Forms.

-    Rewards & Warnings for the Team.

Qualifications     

8+ years' B2B & Market  sales experience

4+ years in leadership sales position

Track record of superior performance metrics

Excellent negotiation skills

Excellent command of Arabic and English, French is a plus

Excellent Microsoft Office

Competencies    

Core competencies         

                         - Interactive Communication 

                                - Teamwork

                                - Client Focus

                                - Planning and Organizing

                                - Decision Making

                                - Problem Solving

                                - Results Orientation

                                - Innovation and Creativity

                                - Impact and Influence

                               Leadership / Managerial competencies

                                - Team Leadership

                                - Developing Others

                                - Strategic Thinking

                                - Leading and Mapping Change

                                - People Management

                               Technical Competencies

                               - Data Analysis

- Sales Analytics

                               - Negotiations Skills

                               - Coaching Skills

- Selling skills

                               - Leadership skills

                               - Product Knowledge

- Reporting Skills