Responsible for achievement of set sales turnover in a given territory and effective management of sales staff to realize maximum product availability at all times at the least possible cost.

Key Responsibilities and Deliverables:
Achievement of Set Sales objectives
• Direct all sales activities to maximize sales revenues
• Ensure breakdown of Daily & Weekly agreed sales targets and communication of the same

• Continuous monitoring and evaluation of the weekly sales target

• Provide input into establishing which resources are needed by using the most efficient and cost-effective method to achieve set sales results that meet client objectives
• Continually benchmark and optimize sales achievement processes against best practice

• Ensure execution of the route to market retail program
• Ensure sales volume growth through demand creation
• Monitor and check quality of work produced by FSR and take corrective action when necessary
• Ensure feet on street of the FSR team
• Provide regular feedback to Field Sales Manager

Account management alignment
• Ensure distributor management through working closely with distributors and other partners to meet and exceed sales growth targets
• Ensure detailed sales target control
• Address and follow-up all customer queries and problems
• Stay abreast of the market and competitors
• Meet client / customer and company performance standards and ensure subordinates do likewise

Operational excellence
• Keep up to-date Joint Business plans (JBPs) and has at least quarterly business review sessions with client to unlock growth opportunities
• Work closely with the client account teams to meet sales & growth targets
• Keep up to date distributor contacts
• Document and manage expenditures
• Ensure effective and efficient management of Smollan assets including HHT devices
• Ensure compliance of set regulations between FSR and distributor
• Implement and maintain sales operational excellence, policies and procedures including standard operating procedures

Develop and maintain relevant database of FSR customers
• Ensure accurate information is recorded and quality checked. Take corrective action where necessary
• Conduct monthly and quarterly FSR RAG performance reviews
• Submit daily & weekly reports to field sales manager
• Keep abreast of new developments in the industry and communicate new developments to FSR and Sales Manager
• Work closely with KD customer service department to ensure timely dispatch and delivery of customer orders
• Agree on deliverables, scope and timelines with field sales managers

Effective People Management
• Communicate and ensure goals and objectives are in line with company objectives and that agreed goals, objectives and deadlines are achieved
• Ensure FSRs achieve key sales outputs as per goals set
• Manage FSRs performance, taking corrective action (in line with Code of Conduct) when staff’s conduct or performance is not in line with company and agreed standards, policies & procedures. Provide feedback to management

Allocate work to FSRs
• Provide performance feedback to the FSRs
• Identify training needs and communicate the same to L&D or HR
• Manage and motivates sales teams through training and coaching in accordance with set company policies
• Manage implementation and maintenance of the disciplinary code and grievance procedure
• Conduct weekly FSR staff meetings
• Continually provide feedback at all levels
• Liaise with HR department regarding all problems and enquiries relating to the payment of sales staff

Effective Team & Self-Management
• Ensure all information is cascaded and escalated in a timely and accurate manner.
• Manage your FSR teams accordingly.
• On ground trucking of FSR activities & performance
• Providing timely and accurate daily records including FSR attendance
• Ensure your teams are working in their respective planned Call cycle and manning principle is adhered
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Demonstrate consistent application of internal procedures
• Demonstrate abilities to anticipate and manage change
• Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs
• Degree, Higher or Basic Diploma in sales & marketing or relevant field
• 3 Years’ or more experience in the FMCG Industry as a senior sales representative

Knowledge, Skills & Abilities:
• Sales management
• People management
• Effective Administration
• Customer Service Skills
• Communication Skills (verbal & written)