Area Sales Manager Job in Kenya

Job Title: Area Sales Manager (ASM)
Department: Sales
Reports To: Regional Sales Manager
Location: Kenya
2. Purpose
a. Responsible for achievement & exceeding of sales targets, both secondary sales & primary sales, in a geographical area.
b. Provide leadership to a distributor(s) & distributor sales team(s) on maximizing EEAL business expectations.
3. Key Accountabilities
  • Train, guide and supervise distributor’s salesmen on product knowledge, selling skills and customer service to meet management expectations.
  • Conduct analytical performance reviews of distributor and salesmen with a formal assessment monthly.
  • Merchandise and ensure display/visibility standards are maintained.
  • Develop and maintain accurate market descriptions and define growth potential.
  • Accomplish set sales targets and financial quotas.
  • Maintain and enhance distribution of product and range in appropriate outlets.
  • Ensure distributor has adequate stock and range to meet target volumes.
  • Ensure distributor operates within agreed credit terms with the company. Establish validity of distributor’s discount and incentive payouts, ensuring all agreed company procedures are followed before authorization.
  • Identify and track trends of 20% of outlets that give 80% of business value by major SKU’s.
  • Hold regular performance meetings with your team to discuss business development plans.
  • Ensure the required reports are correctly completed and submitted to the Head Office on time:
  1. Forecast Report (Monthly).
  2. Delivery Schedule (Monthly).
  3. Secondary Sales Report (Monthly).
  4. Daily Sales Numbers (Daily and Written Report to be sent weekly).
  5. Market Intelligence & marketing report (in real time and the written report bi-weekly).
  6. Feedback from Market.
  7. Proposals and Summary of Promotions.
  • Implement and report on marketing activities, e.g. Promotions, POS.
  • Ensure Company policies, procedures, business standards and code of conduct are complied with.
  • Provide value added performance through the following activities: selling, merchandising, handling customer complaints, opening new outlets, growing new range in outlets and product knowledge dissemination to trade.
  • Develop and execute Job Description for the distributor sales people. Ensure that the Distributor sales people meet the Key Focal Points.
  • Distributor sales people meet the Key Focal Points.
4. Job Specification

Education and Experience:
  • Bachelor’s degree in a business related field from a recognized university.
  • Proven sales experience (2-3 yrs) in a competitive environment. FMCG experience will be an added advantage.
Other Skills, Competencies and Requirements
  • Strong sales, team-player, and potential management skills:
  1. drives for results
  2. thinks strategically
  3. acts with integrity
  4. fosters open communication
  5. provides the best service and motivates customers
  • Fluent communication skills in English;
  • MS-Office (Word, Excel. PowerPoint) and Database experience at user level;
  • Willingness to travel regularly
Please send your CV and remuneration package to by the 15th June 2012 at 5.00 pm. 
Candidates earning more than KShs 80,000 need not apply.
Please indicate in the subject matter what position you are applying for.

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