<p><strong>Qualification</strong></p><ul><li><strong></strong>Undergraduate coursework in Business and/or a Masters in Business Administration is desirable.</li><li>A candidates from Mbeya region or who are willing to relocate</li><li>A minimum of a Bachelor's degree is required.</li></ul><ul><li>4 years in FMCG environment in a similar role</li><li>Essential: Planning and priority setting, negotiation, effective execution and analysis, developing and coaching and decision making. Self-motivated and able to work independently;</li><li>Attention to detail</li><li>Desirable: Teamwork, relationship building and leading change.</li><li>Essential: Understanding our environment, customer influence and negotiation, customer or service provider collaboration</li><li>Desirable: Supply chain perspective, integrated commercial planning, in store execution and financial proficiency</li><li>Previous experience working in a matrix environment International business experience</li><li>Understanding of trade margins</li></ul><p><strong>Responsibilities</strong></p><p><strong>Distributor Management</strong></p><ul><li> Trade management</li><li>Identify new markets/accounts and bring them under direct coverage on a regular basis</li><li>Ensure addition of speciality wholesalers</li><li>Ensure stores in route list are classified according to the correct</li><li>Ensure that DSR efforts are directed towards driving distribution,</li><li>coverage expansion, product availability, mandated SKU availability per RE.</li><li>Ensure optimum usage of new product launches to drive sales</li></ul><p><strong>Ensure sales call efficiency</strong></p><ul><li>Selling stories range selling, handling objections, etc.</li></ul><p><strong>In-store management</strong></p><ul><li>Prioritize accounts for maximum impact through visibility (ensure coverage of top 2 outlets in every route)</li></ul><p><strong>Market Updates</strong></p><ul><li>Secure and draw insights from any competitive information available in public domain regarding: New products, activities, schemes, any other developments</li></ul><p><strong>Communication</strong></p><ul><li>Utilize effective communication to drive overall business performance</li><li>Setting objectives for market visits</li><li>Reviewing salesmen and Foot soldiers performance against plan</li><li>Reviewing Distributor performance against plan</li></ul><p><strong>Developing and training</strong></p><ul><li>Train and develop salesmen through required mode of training ( e.g. route plans adherence, new products, mandated assortment per RE, focus on coverage expansion</li><li>Coach and motivate salesmen to perform well by ensuring that they meet monthly sales targets & earn their sales commission</li><li>Acknowledge any issues faced by salesmen in the field and provide support to resolve it</li></ul><p><strong>Meetings</strong></p><ul><li>Conduct effective monthly and weekly salesmen meetings</li><li>Updates on route wise overall IMS</li><li>Core SKU’s IMS per RE</li><li>Route wise effectiveness and productivity</li><li>Best practises sharing and mock calls</li></ul><p><strong>Maintain trust and understanding in working with Distributors and trade in general, especially with key /sub-distributors, key wholesalers to drive business</strong></p><ul><li>Share success stories</li><li>Communicate customer plans per RE to drive IMS</li><li>Mutually work towards category growth</li><li>Resolve issues, etc.</li></ul><ul></ul> •
Last updated on Feb 4, 2025