Area Sales Manager
Sadafco
Total years of experience :17 years, 4 Months
Business Context & Challenges
• Influencing Journey Plan Adherence, Strike Rate & Replenishment attitude and behavior
• Area Management and addition the value in every month
• Team Input
• Intelligence and Insights Gathering
Key Accountabilities:
• Implementing the smooth Sales operation plan and conduct market and store visits to ensure availability and visibility of our products.
• Execute the agreements with Key accounts, according to instructions and maintain good business relations with the representatives of Key Accounts in the area.
• Make and execute the daily journey planning for the sales men in the team, in cooperation with the respective salesmen and in alignment with the management, in order to plan customer’s routes efficiently.
• Ensure that the vehicles are clean and tidy inside and outside as well as the sales men’s uniforms, in order to present the company professionally and be recognized by customers
• Ensure monitoring the Product’s Shelf Life at the stores, to ensure that the reserved product’s space is filled up accordingly and no expired product is displayed, and ensure wastage control according to policies and procedures
• Ensure the required number and quality of people, and people management in line with Sadafco’s HR policies, in order to enable the realization of the S&D targets.
• Ensure the administration and reporting with MSF’A according to the S&D policies and procedures to ensure data entry into systems is both accurate and timely.
Area Management
• Identity business opportunities within respective area and evaluate learning’s to develop business initiatives and tactics to realize the sales potential
• Implement “weekly call cycle” in constant coordination with direct manager
• Understand and respond to competitive activities and initiate and recommend actions to counter-act these in order to help protect our market position.
• Plan and allocate resources to optimize cost effectiveness of operation and maximize efficiency.
• Following up customer queries/complaints.
• Compile and submit reports on promotional activities in accordance to established formats and schedule.
• Execute the approved company payment and credit policies and ensure credit and collection management for all sales in the Area, ensuring timely payments.
Team Input
• Participate in daily and/or weekly meetings to discuss the market situation, problems that were faced and to appraise the efforts versus the monthly targets
• provide direct assistance to team members and monitor work matters related to the achievement of business KPI’s
• Communicate both formally and informally (as necessary) with Marketing on a regular basis, regarding activities in area.
• Coaching of sales team when the new project launch in the market.(Carry over,
Intelligence and Insights Gathering
• Identifying changes and trends in decision-making, needs and concerns
• Determining what change of attitude/behavior is required from key customer’s to impact positively on our products/brands.
• Responsible for Panda, Al Raya, Merhaba, Star and AFS also (Dammam&kubar).
• Forecasting likely levels of demand for services and products to meet the business needs and keeping a constant check on stock levels to maximize business efficiency.
• Manages, directs the sales activities in the designated area.
• Prepares and sets sales plans, targets and incentives schemes to sales team.
• Monitors the sales plans of the sales team in his area through constant market visits to manage and work closely with them to ensure that they understand their area sales plans.
• Sets up the monthly sales target for the team members & conducts on-the-job training to ensure that sales, distribution and collection objectives are achieved.
• Leads daily sales team meetings & executes daily sales strategy.
• Provides in-field coaching and develops sales reps ability to increase business.
• Motivates his team to capture sales opportunities through in-person, community events, outbound calls, and business-to-business and business-to-employee relationships.
• Identifies prospective customers and develops creative selling strategies.
• Educates sales teams on products, service offerings, and newest promotions.
• Establishes and maintains strong community relationships.
• Exceptional leader with a passion and dedication for mentoring and coaching sales and support employees to success.
• Must possess strong communication skills, a strong worth ethic, high energy, enthusiasm, and a passion for technology.
• Timely arranged the promotion of customer to achieve annual target.
• Timely identification of issues hampering the business growth for further action.
• Timely responsible all the clearance issues like checks payments and monitor the entire near expiry.
• Review the last year performance will make the next year Forecasting.
• To assist the RSM in providing a professional and excellent level of customer service with existing and new customers.
• Handle customer issues, resolution and communicate escalated issues to the RSM.
• Monthly meeting with my all clients to review performance for both sides.
Preparation of sales and area coverage plans and execute proper strategies to gain maximum
output towards the achievement of pre-set targets.
• To prepare feasibility of Distribution Model and ensure ROI at distribution level.
• Hiring of Sales Staff including Sales Operations & Route Settlement.
• Efficiently manage Cold Assets in the market.
• Executing an effective distribution set up to tap entire markets and towns in the area.
• Ensuring achievement of organic and real internal growth targets through a balanced primary&
secondary sales with efficient utilization and controls on trade and other financial budgets.
• Ensuring that all S & D objectives are met within the budget, through prudent deployment and
regular monitoring and optimum utilization of corporate trade assets in the market.
• Ensuring adequate stock mix through monthly cycle planning estimates and liaison primary
ordering.
• Implementation of agreed distribution plans, business development initiatives.
• Continuous development of subordinates and training them in good business practices
• To achieve revenue and volume targets of territory.
• To monitor placement and keep record of company’s assets in market.
• To monitor and implement merchandising activities in assigned territory.
• To monitor the competitors activity and reporting to management in time.
• Training and motivating sales team by providing them a winning.
Maintained a liaison with Buying Team, Market Intelligence Unit and Store Operations team.
•To review marketing test results, including tracking and analyzing sales mix and financial information, assists in developing conclusions, and preparing reports of findings for management.
•To monitor the calls, coaching and feedback, responsibility for delivery of the defined customer experience in every call.
•To produce management reports highlighting performance and adherence to KPI’s.
•To Ensures all company policies and procedures are being executed to deliver the desired Customer Service proposition to each and every customer.
•Forecasting in every month to all portfolio customer for the basis of last month sales
•Built and maintained positive working relationships with customers.
•Making strategies to enhance the sales and make sure to achieve the desired targets.
•Responsible for the sales in assigned territory to all small and medium size retail.
•Responsible to deliver targets based sales on the assigned key account customers and regular customers.
•Primarily be responsible to enhance the turnover in terms of volume of sales of a key account and then regular customers.
•Also be maintaining a liaison with buying teams and store operations team in order to facilitate the key accounts and regular customer on special requirements.
•Bringing potential customers on board.
•To promote the interest of the company to the best of integrity, ability, skill knowledge.
• To handle the corporate customer like Institutions and offices.
• To define sales target of each individual and monitor them in achieving their target.
• Quality and quantity checks of all my portfolio customers regarding services and randomly customer’s visits in the field.
• To ensure that business process are implemented, reviewed and enhanced at least every quarter.
• To handle both types of sales systems, direct customers and indirect customer.
• To allocating areas to sale executives.
• To setting budgets/targets.
• To maintaining detailed knowledge of the company’s products or services.
• To manage sales, finance, development activities, recoveries and administration setup as well.
• Handle and monitor all sales entries and financial matters.
• Make visit Plan of the territory and managing the sales and work for of brand plans on specific outlets.
• Managing and monitoring the distribution network and institutional sale.
• Planning to achieve the business sales targets and objectives within define territory.