Sales Manager

1 month ago

Rest of Kenya BrighterMonday Consulting Full time
Reporting to: Chief Executive Officer
Co-responsible Relations: Other departmental heads and reports; Trade and other external stakeholders Direct reports: Sales representatives, Salesman or saleslady Location: Matuu, Machakos county (Primary Location); Knowledge of Central, Eastern and Regions (Secondary) Type of Employment: 1 Year renewable Contract

Brief on Client
Beta Bakers have been in bread and confectionery production in Kenya for more than 30 years and are governed by mutual respect, family & integrity to deliver quality, wholesome, well baked bread to their customers.

Role Summary
They are searching for a competent Sales Manager coupled with strong management experience.

Job Purpose
This position has the overall responsibilities of 1. Achieves net sales, distribution, ‘gross to net’, distributor or trade credit control targets, pricing targets. Manage trade margins, trade data and analytics and cost of sales. 2. Drive consumption building to ensure volumes, share of market, share of voice and gross margin targets are achieved in a sustainable manner. 3. Maintains an up to date understanding of relevant developments in the market and advises the CEO to enable anticipatory or reactive fact and data-based decisions. 4. Maintains all necessary contacts (Government, local relevant associations, etc.) in that market. The position travels at least 50% of the time.

Responsibilities
The Sales Manager is responsible and accountable for the following Core job elements: •      Consistent achievement of Net sales, Distribution, ‘Gross to net’, cost of selling, trade coverage, market share and gross profit targets. Development, execution and achievement of 5P strategies and targets. •      Responsible for all distributors, key accounts, own shops, all other wholesalers and retailers, HoReCa, institutional and export sales. •      Responsible for brand equities, marketing activities such as promotions and pricing strategy and execution, gross profit targets, publicity partnerships and all brand building actions. •      Development, Administration and successful execution of the commercial budgets, annual business (channel, retail environment activity grids) plan, joint business plans predicated on the budget goals. Manages all top-sales and marketing strategy reviews and agreements to the best advantage. •      Identifying, developing and effectively implementing the country Go to Market strategy. •      Managing all company trade ‘terms and conditions’, growth activity and or best practice. •      Driving weighted and numeric distribution levels, managing best merchandising and seeding practice. •      Manages, exploits all trade and market data and surfaces actionable insights for the businesses benefit. •      Develops and maintains adequate (>95% accurate) business forecasts by SKU by month by customer, has a supply chain perspective and always ensures sufficient own and trade inventory. •      Responsible for branding, advertising, all other communications and provides oversight in the execution of advertising and promotions. •      Manage the ‘Call Value System’ effectively, ensure ‘right people right jobs’, training, efficiency, optimum resource and asset utilization to lower the cost of sales and ensure optimum effectiveness. •      Ensure that the sales team is fully trained to implement the channel •      strategy, rebates and incentives programs and other best practice effectively. •      To develop and implement Class of trade, Go to Market strategies for each brand and retail environment to the best advantage for each S.K.U. in the channel.

Qualifications
•      An undergraduate degree from an accredited University. •      At least eight years experience in various and progressively increasing sales responsibilities including customer marketing, sales logistics and key account management, distributor management, sales analytics. •      Experience in FMCG Brand marketing in a multinational environment is preferred. •      Demonstrated excellence in driving distribution, 5P field execution, good trade relationships at all levels. •      Outstanding shopper and consumer knowledge, negotiations skills. •      Outstanding strategic, analytical, numerate, creative skills, communication and presentation talents. •      Particularly good financial analysis skills, ability to effectively manage a profit and loss statement, awareness of supply chain and sales activity impacts on the cash flow statement. •      Superior IT skills, database management, experience with sales automation

Must-Have Skills and Qualities
•      Must be visionary with ability to generate new ideas •      Strong management and analytical skills •      Disciplined and able to influence team discipline •      Must be tech-savvy •      Must be a go-gette

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