Field Sales Manager

Roles and responsibilities

To ensure in-market execution within spending budget in line with Principal/ Customer satisfaction. This first line management role leads Sales Team (Key Account Executive/ Sales Executive/ Sales Representatives) towards achieving the short term department goals.

Interfacing with Customer first/ second line management levels for in-market executions
Negotiates with customers on the allocated marketing spend
Address stock listing, availability, visibility and expiry issues within prescribed guidelines
Liaises with the logistics function to delivery of stock
Responsible for debt recovery and provides support to accounting team for reconciliations
Provides direct supervision of Sales Team (Key Account executive, Sales Executive & Sales Representative) including objective setting, and motivating, as well as coaching.
Provides insights from knowledge acquired through multiple data sources such as Essbase, EPOS, Market reports (AC Nielson, ROI and devising key account plans
Uses creativity in improving brand visibility and off take within all trade segments
Takes creative approaches in using existing resources in handling seasonal spikes
Takes part in creating an innovation culture
Responsible to ensure adequate stock availability on shelf 24/7
Responsible for stock rotation
Provides inputs towards the short and medium term related to Customer relationship Management
Provide inputs towards short term and medium term related to Brand Development
Team Management and Development
Team Leadership: Lead and manage a team of field sales representatives, ensuring that they are motivated, productive, and aligned with organizational goals.
Recruitment and Training: Oversee the recruitment, training, and onboarding of new sales team members. Provide ongoing coaching, mentoring, and development opportunities to enhance team performance.
Performance Management: Set individual and team sales targets, monitor progress, and provide performance feedback. Conduct regular performance reviews and implement corrective actions when necessary.
Incentive Programs: Design and implement incentive programs to motivate the team, including bonuses, commissions, and other performance-based rewards.
Sales Strategy and Goal Setting
Sales Strategy Development: Develop and execute sales strategies that align with the company’s overall business objectives and drive revenue growth in the designated territory or market segment.
Target Setting: Set clear, achievable sales targets for the team and individual sales representatives. Monitor results and adjust strategies to ensure goals are met.
Market Analysis: Conduct regular analysis of the market, including competitor activities, customer needs, and industry trends, to inform sales strategies.
Territory Management: Assign territories and ensure optimal coverage for the sales team, maximizing opportunities for new business and client retention.

Desired candidate profile

University Degree holder
3 years expertise in people management.
At least 2 to 5 years background in a distributor/ multinational FMCG business
Customer Relationship Management
Customer Engagement: Build and maintain strong, long-term relationships with key clients and stakeholders, ensuring high levels of customer satisfaction and loyalty.
Customer Visits: Participate in high-level customer meetings, presentations, or negotiations as needed to close significant deals or resolve complex issues.
Customer Feedback: Gather feedback from customers to improve products, services, or sales strategies. Address customer concerns promptly and professionally.
Account Management: Oversee the management of key accounts, ensuring that sales representatives are meeting client needs and expectations.
Sales Execution and Reporting
Sales Presentations: Conduct presentations and product demonstrations to prospective clients, highlighting the value proposition of the company’s offerings.
Pipeline Management: Oversee the sales pipeline to ensure that there is a steady flow of leads and opportunities. Ensure the team is actively prospecting and following up on leads.
Sales Process Adherence: Ensure that all sales team members adhere to the company’s sales process and CRM system for accurate tracking of leads, opportunities, and sales activities.
Reporting: Provide regular reports to senior management on sales performance, market trends, and team achievements. Use data to drive insights and optimize sales strategies.
Collaboration and Cross-Functional Support
Cross-Department Collaboration: Work closely with other departments such as marketing, customer service, and product development to ensure that the sales team has the resources and support needed to succeed.