This role is responsible for leading the distributor and organizational teams to effectively implement company strategies tailored to local business needs. The position involves training and motivating team members to meet short-term objectives while driving long-term growth. The incumbent will oversee the execution of sales plans, manage distributor relationships, and ensure operational excellence across the territory to achieve volume and revenue targets.
Key Responsibilities
- Develop and implement a permanent journey plan to optimize field operations.
- Screen, hire, and onboard Order Bookers and Direct Sales Representatives (DSRs).
- Ensure the successful execution of the Annual Operating Plan, focusing on key performance indicators.
- Achieve monthly volume targets established at the beginning of the year.
- Monitor and enhance productivity by ensuring daily planned shop visits are completed.
- Maintain availability of PCI snack product ranges in the market.
- Identify prime rack locations and ensure the integrity and maintenance of racks.
- Enforce FIFO (First In, First Out) practices at both warehouse and market levels.
- Maintain negligible stale stock in the market to minimize losses.
- Assess stock requirements at the warehouse to ensure optimal inventory levels.
- Deliver on volume and revenue targets within the assigned territory.
- Develop the capabilities of distributors and their workforce through training and coaching.
- Lead the rollout of Sales Out-Of-Route (OOR) modules across the distributor network.
- Ensure effective utilization of promotional budgets by distributors and DSRs.
- Manage subsidies provided to distributors, including stale allowance, DSR salaries, and van rentals, by ensuring all stale products are removed from the market and that all claimed resources are actively working throughout the month.
- Conduct in-market training and coaching sessions with regular follow-ups.
- Support new account development initiatives.
- Provide weekly reports on all key performance indicators to the Area Sales Manager (ASM).
- Manage all Point of Interest (PI) assets, including racks and related materials.
- Oversee the implementation and usage of sales software at the distributor level.
Required Qualifications
- Bachelor’s degree (BA) from a recognized university.
- Strong leadership skills with the ability to manage and motivate teams effectively.
- Problem-solving aptitude and a results-driven mindset.
- Excellent written and verbal communication skills.
- Ability to prioritize tasks and manage multiple responsibilities simultaneously.
- Proficiency in MS Office, including advanced Excel and PowerPoint skills.
- Strong analytical skills with the ability to control and monitor performance metrics.
- Team player with the ability to maintain work speed and efficiency.
Preferred Qualifications and Experience
- 1-2 years of experience in a similar role is preferred; however, fresh graduates with relevant skills and enthusiasm are encouraged to apply.
This position offers an opportunity to grow within a dynamic sales environment, contributing directly to the company’s market presence and operational success.
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