Country Manager
Nadec Company
Total years of experience :17 years, 7 Months
· Assign sales force targets across all regions and channels, and effectively communicate the annual/ monthly objectives to the Regional Sales Heads to drive achievement of the AOP objectives.
· Lead, direct and facilitate execution of the Sales organization's (i) Sales Tactics (ii) Customer interface (iii) Product distribution (iv) Product placement (v) pricing and credit terms and (vi) growth plans with the objective of achieving the annual sales targets for Product Volume (with optimal mix), Revenue and Net Revenue, Market Share and Distribution.
· Develop and own an investment plan with the objective of leveraging new opportunities anticipated in Fresh & Long-life product market.
· Build capabilities within the Sales organization to analyze data from customer databases and integrate the same with consumer and competitor trends to maximize channel wide growth as well as drive and sustain market share.
· Monitor credit collection activities by reviewing the Collection Plan periodically and working with Legal to intervene in specific cases red flagged by Regional Sales.
· Develop a People Plan to build a sales leadership pipeline by coaching and mentoring direct reports (Regional Sales Heads, Supply Chain Heads), assessing them against defined competencies and identifying their growth and development needs.
· Design and implement a supply chain strategy that supports business strategy adapted to changing market conditions, new business opportunities, and cost reduction strategies.
· Define KPIs for measurement, comparison, and evaluation of supply chain performance. Generate financial budgets. Review and analyze operational expenses against plan and past performance.
· Analyze inventories to determine how to minimize days of supply in inventory, reduce waste and optimize customer service. Confer with supply chain planners to ensure availability of products.
· Support the equitable assignment of sales force targets to ensure targets are optimally allocated to all sales channels and resources.
· Ensure efficient allocation of technology, support, and training resources for the sales organization to support achievement of business objectives.
· Ensure accurate and efficient distribution of sales reports (and recommend revisions to existing ones) and other intelligence essential to the sales organization by monitoring the process of report preparation and generation.
· Ensure effectiveness of sales technology investments by working closely with sales management to implement enabling technologies for field sales teams to ensure on-time, within-budget project success and implementation.
· Coordinate training delivery to sales, sales management, and sales support personnel in the sales organization to ensure optimal sales force performance on the field.
· Support development and orderly administration of a comprehensive sales incentive plan by working with Accounting, Finance, and Human Resources to provides with sales incentive & compensation administration on an as-needed basis.
· New routes opening based on established gaps versus competitors. Increasing shop coverage following retail audit census. Increasing route call efficiencies. Increasing Route average sales efficiency per day. Tap new horizons in the export markets. Enhance Nadec Fridges average sales efficiency by size/type, by outlet category.
· Monitor & ensure that the orders on Fresh, Foods, UHT & juices are in line with market demand to control wastage & optimize sales.
· Ensure that the TC & debtors within the company TC/ credit policy to avoid any financial loss.
Achieve budgeted sales margin targets of Fresh, Foods & UHT products to deliver the company’s growth objective
Achieve product distribution in all Trade channels as per the recommended portfolio to optimize sales & increase market share.
Maintain wastage under budgeted level to optimize margins.
Ensure all TC/ credit customers are in line with company policy to avoid any financial loss to company.
Set/ review targets for Salesmen to achieve overall target objective of the area.
Retain/ negotiate for existing/ new shelf space to maintain market dominance.
Ensure product hygiene & freshness in all trade channels to achieve optimum customer satisfaction & product quality.
Ensure all staff members are equipped with the required skills & knowledge to optimize team productivity & performance.
Motivate & encourage his team to optimize individual potential & productivity.
Conduct effective & regular meetings to review performance & provide feedback.
Manage & monitor performance of other Supervisors to ensure all areas deliver the targeted volume & margin.
LTA Negotiations with Customers for getting more & more Spaces for our products.
Conducting effective session endorsement with Salesman/ Assistant & review performance on a daily basis.
“Ordering of products” (advance ordering) by reviewing with Salesmen orders and ensuring it is completed by cut off time every day.
Performing “morning duty” to ensure all sales vans hit the market on time and to provide support to any issues faced by Salesmen at the time of leaving depot
Setting/ reviewing targets for Salesmen on a regular basis to ensure sales/ growth objectives are achieved
Commencing new routes/ reviewing existing coverage to optimize resources.
Conducting route ride/ field assessment for all Salesmen in his area.
Conducting route audit & customer satisfaction survey.
Reporting product complaints by having a vigilant check during market coverage.
Placing coolers in customer locations basis potential & review performance and maintain accurate asset records & agreements.
Giving job requests to Workshop Supervisor for all cooler repair/ service issues & follow up.
Planning and implementing in store promotions.
Monitoring Merchandiser’s activities to ensure high standards on market hygiene and implementation of planogram.
Launching new product/ SKU is in line with marketing guidelines.
Providing timely feedback & market reports to management.
Negotiating/ renewing LTA & temporary display contracts with customers.
Collecting outstanding credit/ TC wherever necessary.
Maintaining a vigilant check on staff activities to avoid any cases of fraud or misconduct.
Ensuring all staff comply with company hygiene/ quality policy & safety guidelines.
Ensuring time sheets are send for all staff on time for correct payment of salary.
Planning & execution of staff holiday on time as per personnel policy.
Conducting TNA & training as per annual calendar & field assessment findings.
Maintaining all records/ SQA forms as per company quality policy.
Planning/ following journey cycle as approved by Line Manager.
Continually looking for new customers/ business & check on competitor activities.
Monitoring staff welfare/ accommodation standards & network with logistics on any pending issues.
Providing relevant, timely and accurate information and advice to divisional executives to support them in achieving their divisional targets
Develop two subordinate specifically to handle the budget process independently
Development & enhancement of divisional management reports and information structures in an active way in order to provide information towards taking proactive measures
Ensure the achievement of deadlines by the team members
Development of a system to capture overhead expenses in a multi-dimensional way for periodic monitor and to facilitate budget process
Provide business commentary on monthly basis with analysis of critical activities.
Development and training of the overall finance staff
Overall supervision of Sales HO finance team
To ensure that within the depot all daily reconciliation of stocks, cash and credits are correctly processed
Preparation and distribution of Internal Financial statements and analyses for the sales depot
The provision of relevant, timely and accurate depot information to regional office to support regional management in achieving their regional targets
Petty cash payments & Bank payment requisitions
Assist RFC and RAM to ensure that the depot finance activities are undertaken in a manner, which, complies with FIS policies and procedures
Ensure that the continuous review and improvement of the internal control systems within the depot and provide necessary documents to support the quarterly audit file
Continuous support to finance staff for career Development programmers and training
Liaise with regional office for various period-end management accounts finalization
Payroll related activities. (Salary deductions, T/phone recovery, Sales commission GPA etc)
Provision of ad-hoc management information required by the regional management and the head office
2.5-year’s core accounting activities starting from Cashier until handling Bank reconciliation/Petty Cash/Asset Accountant/Debtors Accounting /Month end activities along with Accounting Manager.
Handling Client audit reports (Checking/Verifying/Consolidation).
Masters in Accountancy
Bachelors in Accountancy