This position is responsible for dealing, planning, negotiating, directing and controlling distributors, sales-force of distributors and the activities (both company activities and competitor activities) in his assigned territories
• To ensure the attainment of the growth and sales objectives of distribution, merchandising and volume;
• To guarantee the collection of accounts receivables (if any); and
• To train and develop those supervised for increased productivity or for promotion to jobs of higher responsibility.
Principle Duties And Responsibility
• To have an organized and qualified sales-force, keep working with supervisors and DSR in the field (minimum 80% time in filed), and monitoring their work performances through actual working sessions and/or salesmen’s activity reports.
• To develop the capabilities of the sales responsibilities through continual personalized training, seminars/workshops on product knowledge, development of sales techniques/ strategies, and regular sales meetings.
• To motivate the sales-force and keep them excited about their work through “leadership by example” personalized training/ work with sessions, regular/periodical performance evaluation, sales bulletins, human relations, and holding of regular sales meetings.
• Training salesmen and help them develop individual Account Profile/ Planning Sheets for their top accounts, ensuring that the specific account plans are compatible with the Area’s; to regularly review progress versus the set plans.
• To regularly review sales reports and important documents/materials, analyze results based on available facts and figures determine opportunities and set priories based on what has the most pay off, identify areas which need immediate and/or long-term direction and initiate the necessary steps/actions to correct the situation.
• To periodically appraise overall performance of individual salesman: confer with them on various areas for improvement to boost sales efficiency; to work with them in setting objectives aimed at enhancing performance.
• To conduct regular field operational sales audits to determine where salesmen are having difficulties so these can be solved/worked out; conduct periods financial and equipment audits to ensure that these accountabilities are properly managed by the field personnel.
• To implement plans, strategies and programs formatted by Sales and/or Marketing that will help increase brand distribution in the Area; to analyze the results of the implemented activities and to recommend improvements for the future.
• To conduct regular fieldwork and store check and determine the affectivity of Sales or Marketing- initiated programs and promotions, check competitive activity, assess distribution and merchandising, determine management of the major accounts, and recommend to management appropriate Sales or Marketing indicated actions.
• To evaluate on a regular basis the volume, distribution and payment performance in assigned territories.
• To co-operate with Distributor’s Sales Manager and field sales to achieve targets of share and sales volume in assigned territories.
• To monitor weekly sales results, key performance indicators, competitive activities and market trends on a regular basis and report to all concerned.
• To manage and train the distributors and their salesmen in improving product mobilization and merchandising.
• To keep the portfolio of accounts receivable in healthy condition, ensuring that the salespeople collect their charge invoices on time and that each discounts are extended appropriately; to review recommend appropriate credit limits for charge accounts.
• To provide regular estimates of the Area’s expected sales for the month (on a per SKU basis), in alignment with the objective of good customer service, avoiding stock outs as well as over- stocking.
• To monitor the operational expenses and Deals spending of his Area, conforming to the pre- approved budgets; to initiate and coordinate productivity- improvement projects which will positively influence the Area’s operations.
• To implement distributor’s profitability evaluation (Return On Investment ) to ensure distributors have acceptable profitability and stable distribution system.
• To assist the Regional Sales Director in formulating and implementing departmental sales plans, strategies, promotions and merchandising programs.
• To assist in the preparation for and in conducting Regional Sales Meetings and product launches.
• To submit promptly the required records and reports inherent in managing an Area and to develop an efficient/effective system for handing administrative work.
• To work on order tasks assigned by the Regional Sales Manager.
