Manager - Modern Trade - FMCG

Our client is a leading FMCG company in Oman. Looking to hire a Sales Manager for Modern Trade.

The key objectives for this role are to work and manage new and existing customer relationships. Ensure that the Sales Representative and Merchandisers reporting to you achieve the best possible results through effective control, training and frequent market contact with both the sales force and customers. You are accountable for the level of customer service provided by the sales force and responsible for the training, development and field effectiveness of the Sales Personnel reporting to you. Report on market and competitive developments to the Business Head taking a pro-active role in recommending operational improvements.

- Lead and Manage the Team of Key Account Executives and Field Sales Managers to achieve business objectives

- Drive all Trade Negotiations, Secure Share of Shelf in line with Brand Expectations and Ensure full implementation of all Trading agreements.

- Monitor and Review effectiveness of all Trade Activations, Coverage and Trade Service Levels.

- Sales Forecast to be prepared based on Market Activity Plans and Review on a monthly basis.

- Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as per guidelines.

- Identify Key Opportunities in assigned Channel and create customer specific action plans. Example Shelving Improvements, Location, etc.

- Ensure Implementation of Sales Fundamentals as per Brand Objectives.

- Conduct quarterly Business Reviews with the top customers and develop Business Plan.

- Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.

- Monitor Competitor activities and implement Tactical activities to counter the same.

- Provide Coaching for Key Account Executives by regular field contacts and provide written feedback for development.

- Encourage superior sales performance through monthly and quarterly incentive plans

- Train Key Account Executives on product knowledge, customer management, route planning, and collections.

- Conduct biannual appraisals for all Field Sales Managers and Key Account Managers reporting to you.

- Review effectiveness of Coverage and journey plans and update the same periodically.

- Ensure that the volume and value targets allocated for the assigned channel are achieved.

- Manage Collections from all Credit Customers, Evaluate Credit limits and recommend changes of any based on customer performance and payment history and forecast.

- Authorize Sales Representative's orders, agreed FOC- s, damaged goods returns and customer discounts