Area Development Manager - Wholesale

at  IFFCO

Job Summary
Manage the assigned sales team with general trade channels. Ensure that effective supervision and management of all aspects of sales assignment.

Roles & Responsibilities

• Ensure all sales routes under supervision have up to date route plans.
• To ensure that salesmen under area reconcile their stocks and cash deposit on a daily basis.
• Directly responsible for collection / reconciliation from company approved credit customers
• Ensure that all routes under supervision have the correct quantity and mix of saleable product to service their outlets on a daily basis as per the company must stock list.
• Responsible and accountable for supervising a team of sales representatives, ensuring the correct service levels, distribution and display of company products to an agreed customer base.
• Conduct a minimum of 2 visits in the market on route per salesmen under supervision on a monthly basis.
• Review daily the service levels, sales volume and return performance by route with each
• Responsible for the achievement of distribution targets under area of supervision.
• To ensure the correct visibility and display of products in all outlets is as per the company agreed standards.
• Responsible for wastage control for all routes and outlets under supervision.
• Responsible and accountable for ordering the correct volume and mix of product to service the outlets under supervision to the agreed company standards.
• Responsible for implementing Planograms across outlets and categories.
• Training and coaching of personnel under direct supervision.
• Execute Sales plans and budgets to achieve & exceed annual sales objectives.
• Responsible for conceptualizing and executing brand activation including brand launches, effective trade investment opportunities to sustain competitive advantage.
• Responsible for monitoring & implementing POP (Proof of Performance) at the store level & devising promotional strategies to increase sales.
• Ensure proper implementation of sales campaigns / promotional activities and follow up on the promotion plan. (Trade and Consumer campaigns).
• Guide and support salesmen to achieve better results by allocating sales and collection targets by getting commitments from sales team (bottom-up approach)
• Generate daily and monthly reports regarding the overall sales achievements and also competitor activities.

KPIs

• Volume and Value target achievement
• Distribution and Visibility Enhancement
• Assortment management, to ensure 100% MSL availability
• Listing of NPDs
• Accounts Receivable and Reconciliation
• Reduce Market Return
• TMI management
• Development of personnel

Work experience requirement

• Must have 1 to 3 years’ experience in similar role in the UAE, management experience.
• Overall 3 to 5 years’ experience in FMCG, preferably dealing with food products sales

Qualification
Must have a Bachelor degree in business or management related field.
MBA degree in business or management related field is desirable.
Competencies
Business Acumen
Communicating effectively
Customer Centricity
Negotiation Skills
Ownership & Result Orientation
Planning & Decision Making
Self and Team Management
Selling Effectively
Target setting
Consumer Analysis & Insights / Marketing Research
Business Unit: S&D(UAE) (374)
Business Group: S&D(GCC) (240)

• Ensure all sales routes under supervision have up to date route plans.
• To ensure that salesmen under area reconcile their stocks and cash deposit on a daily basis.
• Directly responsible for collection / reconciliation from company approved credit customers
• Ensure that all routes under supervision have the correct quantity and mix of saleable product to service their outlets on a daily basis as per the company must stock list.
• Responsible and accountable for supervising a team of sales representatives, ensuring the correct service levels, distribution and display of company products to an agreed customer base.
• Conduct a minimum of 2 visits in the market on route per salesmen under supervision on a monthly basis.
• Review daily the service levels, sales volume and return performance by route with each
• Responsible for the achievement of distribution targets under area of supervision.
• To ensure the correct visibility and display of products in all outlets is as per the company agreed standards.
• Responsible for wastage control for all routes and outlets under supervision.
• Responsible and accountable for ordering the correct volume and mix of product to service the outlets under supervision to the agreed company standards.
• Responsible for implementing Planograms across outlets and categories.
• Training and coaching of personnel under direct supervision.
• Execute Sales plans and budgets to achieve & exceed annual sales objectives.
• Responsible for conceptualizing and executing brand activation including brand launches, effective trade investment opportunities to sustain competitive advantage.
• Responsible for monitoring & implementing POP (Proof of Performance) at the store level & devising promotional strategies to increase sales.
• Ensure proper implementation of sales campaigns / promotional activities and follow up on the promotion plan. (Trade and Consumer campaigns).
• Guide and support salesmen to achieve better results by allocating sales and collection targets by getting commitments from sales team (bottom-up approach)
• Generate daily and monthly reports regarding the overall sales achievements and also competitor activities