Sales and Marketing Manager (Arusha)

Department: Sales and Marketing Reports to: General Manager, National Sales and Marketing Manager.
Supervises: Assistant Manager, Sales and Marketing

Senior Sales and Marketing Officer I
Company Conformity Standards:
Perform quality work within deadlines with or without direct supervision, interact professionally with other employees, customers and suppliers, work effectively as a team contributor on all assignments, work independently while understanding the necessity for communicating and coordinating work efforts with other employees.

Position Summary:
Support Territory Development Managers, Account Development Representatives & Customer Representatives to fulfill responsibility for Target Achievement of Sales Volumes, Merchandising Standards, Customer Service delivery and Local Account Management in all Routes / Areas in the territory.
The Manager is also responsible to physically verify of Cooler placement as recommended by TDMs, all Trade activities planned by Company to TDMs / ADRs and C.R.s through group meetings and to take decision on appointment of Stockiest in assigned area.

Main Responsibilities:
Selling
 Sell and execute all authorized products, packages and promotions.
 Route Ride to Check, Supervise and Coach the Customer Representative to practice the ‘Standard Call’
 Obtain best Selling position in the account.
 Create New Opportunities and source NMM/CEO support.
 Ensure Target Achievement of all Goals set by NMM/CEO.
Customer
 Plan, Organize, Co-ordinate, Control and Execute Core Work (Selling, Merchandising, Delivery & Distribution, Account Management & Coaching).
 Expand the market with Horizontal & Vertical activities.
 Track Customer wise Sales and take corrective action.
 Visit the Trade daily to understand Customer needs, market and industry trends.
Consumer
 Look out ways and means to increase Drinkers.
 Create opportunities to increase Drinks per Drinker.
Delivery
 Make corrections by tracking KPIs and thereby improving distribution and availability of our products & packages.
 Supervise daily settlement in full and collection of payment by all Customer Representatives.
 Assist and co-ordinate load requests.
 Check to ensure effective maintenance of Route/Customer Cards/Files/Books.
Resources, Records & Presentations
 Identify, Allocate, Track & Evaluate resources to maximize sales.
 Keep details of Customers, Assets, Glass, Signage, etc by Route/Area.
 Review and analyze the data available and collected.
 Provide feedback, make presentations & enable corrective actions.
Training and Problem Solving
 Coach Sales Team of TDMs, ADRs, CRs/Helpers through classroom sessions and demonstration in the market place.
 Attend all Training programs and improve Knowledge, Skills and Attitude.
 Conduct Sales meetings daily, weekly and monthly and facilitate problem solving.
Key Performance Indicators (KPIs)
 Absence of Customers complains from the market
 Availability of all brands in the market
 Attainment of Sales Volume
 Timely submission of Sales and Market report to Sales and Marketing Manager
 Increase of new customers
 Correct and timely submission of sales reports.
 Absence of cash/empties shortage
 Cooler Placement
 Effective Management of Performance Management
 Management of Budget

Entry Requirements:
Direct Entry:
• Master’s Degree in Business Administration or a related field and at least 8 years working experience in similar responsibilities.
In service:
• By promotion of Assistant Manager Sales and Marketing who has demonstrated outstanding performance, and worked in that capacity for at least 3 years. Depending on availability of position.

Competencies/skills:
 Excellent understanding of the organization’s goals and objectives.
 Strong understanding of human resource management principles, practices and procedures.
 Strong understanding of project management principles.
 Strong leadership skills.
 Excellent written and oral communication skills.
 Excellent interpersonal skills.
 Ability to conduct and direct research into Sales and Marketing issues and products as required.
 Ability to present ideas in business-friendly and user-friendly language.
 Ability to perform general mathematical calculations for the purpose of creating business cases, budgets and so on.
 High level of self-motivation.
 Keen attention to detail.
 Proven analytical, evaluative and problem-solving abilities.
 Ability to effectively prioritize and execute tasks in a high-pressure environment.
 Exceptional customer service orientation.
 Extensive experience working in a team-oriented, collaborative environment.

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