UAE Modern Trade Sales Manager
Purpose of Role :
To effectively lead the UAE Modern Trade team in strategy formulation and execution of all the sales, distribution & merchandising functions for the channel in order to achieve company long & short term business goals, objectives and targets.
Key Accountabilities:
Responsible to lead the Modern Trade channel. In very close liaison with Head Of Sales, he is responsible for clearly defining long and short term goals, objectives and targets for the channel.
Responsible for ensuring that the team fully and thoroughly understands the company & hence individual goals, objectives and targets – i.e. that there are both company and individual clearly defined targets & KPIs (Key Performance Indicators)
Responsible for the development and execution of channel strategies.
Responsible for ensuring there is adequate, qualified, & competent personnel resources who have the responsibility to achieve their KPIs / targets; that team members get the relevant and necessary training / coaching (generic to team or specific to individuals) to enhance their performance to therefore ensure they achieve KPIs / targets.
Developing the AOP (Annual Operating Plans) for the channels along with the plans for execution.
Maintaining Healthy ROI for all Accounts within the channel through executing plans on category and SKU mixes.
Responsible for the attainment / achievement of the channel KPIs / targets.
Establish and lead on business cycles for the channels.
Lead on customer business reviews for the top 10 accounts within the channel.
Lead negotiations and execution of the BDAs with all channel customers.
Specifically, he is responsible for effectively managing all channel partners at head office / corporate levels – ensuring we attain our goals, objectives & targets through Trade / Visibility Agreements on new products / packages listings, shelf space, promotions, or any other special deals. Responsible to ensure all Visibility Agreements are in place and being implemented accordingly.
Specifically, he is responsible for sales & distribution planning, leading in execution, reviewing achievements against targets and taking necessary corrective actions without delay.
Responsible for ensuring merchandising targets are achieved.
Responsible for ensuring excellent customer service and attainment / achievement of customer service delivery targets.
Through the team, ensure all orders are delivered and on time; and all undelivered orders (cancelled / pending) are investigated and corrective actions have been taken.
Responsible for initiating and closing promotions deals and ensuring effective execution and attainment / achievement of the targets.
Responsible for ensuring that collections / payments are done on time and all issues on payments are attended to and resolved on time; that our credit policies are being adhered to and that our EOT (End Of Trip) processes, procedures and cutoff deadlines are being adhered to.
Responsible for conducting regular performance business reviews with key accounts while taking timely corrective actions.
Working closely with brand managers, supply chain, IT, finance, he is responsible for creating robust processes and systems, reviewing their effectiveness and correcting them accordingly to ensure targets achievement.
Responsible for channel budgetary control – ensuring operations are within budgets.
Responsible to perform any other duties assigned by Head Of Sales or senior management.
Skills and experience required:
Minimum of Bachelor’s degree in Sales & Marketing, Business Administration or such related qualification but preferably MBA or equivalent.
8 years FMCG experience with at least 5 years managing a direct sales force.
Experience in beverages – added advantage.
Knowledge and experience of the channel issues, trends, processes and procedures very essential.
Proven knowledge and experience to drive strategy formulation and execution
Possessing very strong strategy development, project management, problem solving and change management skills.
Experience and success in recruiting & training high performance sales teams.
Demonstrated ability in managing and leading diverse sales teams.
Demonstrated ability to coach & develop team members.
Proven track record of achieving KPIs / sales plans.
Ability to effectively present information and negotiate with all levels of management.
Demonstrated passion for excellent customer service delivery Possessing vast knowledge & experience in the channel’s sales & distribution processes & procedures and demonstrating ability to effectively operate within such an environment.
If this sounds like you, then apply today!
Recruitment@masafi.com