Director - Sales - FMCG - IIM/ISB/FMS/MDI

Sales Director-Leading FMCG-Nairobi Based

Job Summary:

- Responsible for delivering the overall sales ,GTM, & Trade Marketing function for Company and implementation of business strategy sustaining volume growth as well as increasing the numeric and weighted distribution within the prescribed sales policies.

- Responsible for execution of the GTM agenda and KPIs within prescribed structure, policy and cost parameters. Will provide support to execute Brand, channel and trade marketing objectives and activities. Lead, direct and develop the team to deliver, grow and manage talent.

Organization - Base: Nairobi,Kenya

- Reporting line: MD

- Direct reports:, RSMs, ASMs,KAM MT, VSM, Sales, ,GTM, & Trade Marketing Team

Key Roles/

Responsibilities

- Developing sales & marketing strategies for the company's product offerings in the FMCG space by identifying opportunity areas and managing company's operations

- Motivating & training team to achieve sales targets

- Spearheading P&L activities; impacting organization profitability through effective strategic and tactical management decisions and new business development

- Directing a wide variety of activities inclusive of managing budgets, sales forecasts & reports accordingly as per business plans & requirements to achieve maximum sales & enhancing business revenue

- Rolling out Annual Business Plan for the business partners and aligning it with the company's objectives; monitoring the timely launch & availability of new products

- Conducting market analysis, formulating sales strategies & setting up sales targets for the team

- Discovering financially strong & reliable channel partners, monitoring distributors performance and resolving issues for primary & secondary sales, resulting in deeper market penetration & reach

- Analyzing industry trends on an ongoing basis & prices in the market in conceptualizing and proposing specific interventions like promotional schemes targeted at specific segments / geographies

- Expanding business & consistently improving profitability of company along with identification & development of new streams for long-term revenue growth

- Identifying areas for growth and creating roadmaps to help drive adoption of the products, conducting research on customer feedback and analysis of key performance indicators

- Designing solutions for key operational & customer issues that impact revenue and gross profit; liaising with clients and partners to build relationships and increasing business longevity and turnover

- Developing effective working relationships with distributors/agencies through regular meetings; ensuring timely collections and no outstanding dues

- Strategizing ATL / BTL and promotional campaigns while ensuring the sales growth to generate maximum revenue and achieve the sales plan

- Recruiting & guiding team members, monitoring & reviewing their work for defined levels of performance and ensuring high motivational level in team

- Steering country wise P&L, new product planning, pricing, GTM model, demand forecasting, ATL, BTL and trade marketing activities

Skills:

Qualifications : MBA from a Premier B School

- Multi-channel sales experience

- Excellent relationship, customer and team management skills

- Leadership, analyses, problem-solving, collaboration, capability building, coaching and communication, SFA experience, Tech savvy

Key Performance Indicators:

- Daily Activity Tracker exception reports

- Sales Performance Index of region

- GTM KPI Scorecard for region

- MCM Mapping outlets standard (mapping vs conversion)

- Sales value, volume and distribution targets by brand and PSKU

- Monitor Depot performance On Time and accurate Delivery, Order Fill Rate

- Inventory Accuracy

Key Interfaces :

- GTM team

- Local supply chain team

- Trade Marketing team

- Logistics, Finance and other functions for smooth operations