Area Sales Manager-Key Account Full Time NEW

Key Purpose Statement

To drive sustainable sales growth and market share within the assigned geographic area or channel by leading a high-performing, customer-centric sales team, ensuring flawless execution in trade, maximizing market opportunities and resources, building strong customer partnerships, and developing team capability through hands-on coaching, motivation, and performance management.

Key Outputs and Accountabilities

Leading Sales and Market share growth in a particular geographic area or channel

• Set sales targets for the team and ensure they are achieved.
• Monitor the sales team’s performance, motivating members to meet or exceed sales targets.
• Master of execution & opportunity – identifies opportunities – store by store
• Great customer relationships – makes things happen for the customer
• Ensures a perfect execution to standards with rigor for execution in every outlet according to picture of success
• Spends most of time in trade. A “do-er with strong element of thinking to identify opportunities in their area
• Utilizes digital tools of trade to achieve job outputs on-the-go (so not office bound)
• Maximizes allocation of resources in area (e.g. POS, Coolers).
• Identifies competitor activities and develops and implements response tactics
• Promotions – ensures local and national promotions are implemented effectively

Lead a vibrant, energized Sales Team – Hands on Coach and motivator and capability development

• Master coach to drive brilliant execution against standards
• Builds every individual in the team to be able to achieve sales and growth targets; perfect execution and excellent customer relationships
• Manage, train, and provide overall guidance to the sales team within your assigned territory
• Identifying business growth opportunities – (master of execution and brings a different perspective to identify opportunities sales staff may have missed
• Supports the front-line staff in building strong relationships with each customer
• Motivates and inspires subordinates to achieve results
• Hands-on coach in the trade building capability and helping identify opportunities
• Builds a vibrant, energized team through dynamic ‘rallying’ leadership style (daily team meetings)
• Manages and measures sales targets daily and takes corrective action with team
• Master of execution & opportunity – identifies opportunities – store by store and ensures that the sales reps are coached to become masters of execution
• Solving problems and removing obstacles for sales team – moves heaven and earth for them to make things happen

Build a customer centric culture

• Great customer relationships – makes things happen for the customer and empowers sales reps to make decisions that build customer’s business and strong service levels
• Collect customer feedback and provide updates to senior management and take actions
• Travel to potential and existing customers within your sales area, with your sales team, presenting company offerings and building brand awareness.
• Develops sales team to builds strong relationships with each customer based on ability to understand and support & group their business and Ambassador of our company and brands
• Support the expediting and resolution of customer problems and complaints where sales reps require approval or permission.
• Develops the skills of the sales team to maintain positive business relationships to ensure future sales.

Skills and Experience

Experience

• Bachelor’s degree in marketing management, or related field.
• 5 years front line sales in FMCG business
• Area Sales Manager Key Accounts requires in addition 1-2 years proven experience as Key Accounts Rep.
• Proven experience Proven sales experience; sector-specific sales experience is preferred, with a track record of meeting sales quotas.

Skills

• Active and energetic Can think on their feet
• Can execute with Focus and discipline to achieve stretch goals
• Excellent management, leadership, and organizational skills.
• Strong analytical and problem-solving abilities.
• Takes the knock for things that can go wrong with customers and resolves these where sales team require support and decision
• Can build customer relationships and motivate and lift subordinates
• Innovative and creative to identify opportunities and solutions that are not easy to see
• Ability to lead, motivate, inspire and manage performance of front-line staff
• Exceptional hands-on coaching skills
• The ability to build collaborative customer relationships and to coach sales team on how to do so through role modelling
• Thorough knowledge of customer’s business drivers to translate into beverage growth opportunities
• Store level negotiations and ability to teach sales team tools and skills to achieve this
• Masters of execution and identifying opportunities
• Ability to set targets, read trends and read and interpret sales reports (analytical)
• Expert sales skills and ability to build technical sales skills in team members
• Digital capability – Demonstrated ability to use digital platforms for sales