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Sales Manager - Modern Trade & Key Accounts Closed

Confidential - a leading FMCG company in Jordan Jordan


Our client , A leading FMCG Company is looking for Division Sales Manager – Modern Trading & Key Accounts

Reporting to Head of Sales

Job Purpose :

To build strong strategic relationship with customers, set the division plans, objectives and targets based on the company strategic directions and department plans and make sure of achieving it properly.

Requirements :

  1. Bachelors in Business Administration, Marketing, or any other related field.
  2. At least 7 years in sales and marketing field, 2 of them as Sales Manager
  3. Knowledge of the company policies & procedures.
  4. -  Computer Applications (MS Word, MS Excel)
  5. -  Report Writing Skills
  6. -  Presentation Skills and ability to use Power Point
  7. -  Ability to conduct feasibility studies
  8. -  Ability to analyze and study numbers
  9. -  Planning & Project Management
  10. -  Problem Solving Techniques
  11. -  Selling Skills
  12. -  Financial Management & Budgeting Persuasive Skills

Duties and Responsibilities :

  1. Conduct weekly meetings with unit managers and supervisors to review sales performance, training need, collection, distribution, customer accounts.
  2. Conduct monthly meetings with Unit Managers and discuss next month action plans and corrective actions needed to be taken based on previous month performance.
  3. Conduct frequent meetings with the team to review the projects status and corrective actions needed at all levels.
  4. Interact with the team on daily basis to assess the division performance and take necessary actions with respects to sales targets, daily routes, monthly priorities and monthly promotions.
  5. Interact with the team on daily basis to assess the division performance and take necessary actions with respects to sales targets, daily routes, monthly priorities and monthly promotions.
  6. Develop a strategic relationship with Key Customers, conduct frequent visits and quarterly business review meetings with them.
  7. Set the division targets with respect to Key Business Drivers (KBD), Advanced Collaboration Plans (ACP), and Extra Visibility Plans and support the Unit Managers in negotiating and signing related contracts with customers accordingly.
  8. Participate in setting the department business plan, action plans and annual budget in coordination with Head of Department and other Sales & Marketing management team, cascade it down for his division and make sure of implementing it properly.
  9. Coordinate with Brand Managers to make sure that all brand related plans (visibility, launch, distribution, expansion, volume increase) are properly implemented in his division and review the status on monthly basis.
  10. Design the Go To Market model and/or implement provided model for his division and conduct necessary feasibility studies in terms of any additional investments needed.
  11. Develop true score cards for key customers, review it with customers on monthly basis and take necessary corrective actions for any deviation vs. set targets.
  12. Review the days sales outstanding and customer payments and make that collection is done within set targets.
  13. Review the brand funds and customer funds in coordination with Unit Managers, Brand Managers and Finance Department and make sure that it’s within set budget.
  14. Align and implement the store related projects and plans set by the Principles for the respective division (such as: shelving re-designs, golden stores, ambassador plans,...)
  15. Conduct regular market visit and store checks with clear next steps via store check report, and discuss needed actions with Unit Managers.
  16. Conduct semi-annual performance appraisal for his direct repartees, set development plans for them and make sure that the same process is cascaded on the lower levels properly.
  17. Enhance the company’s reputation by living its values and promoting ethical business practice.
  18. Participate in identifying the team training needs in coordination with HR Department and creating individual development plans accordingly.
  19. Participate in identifying talent pool in his division and developing succession plans in coordination with Head of Department and HR Department.
  20. Participate in setting manpower plans and needed headcounts based on the business needs.
  21. Participate in the new hires selection and interviews for department job openings in coordination with HR Department.
  22. As requested by the direct Manager, perform any additional tasks and duties within the scope of work and for the Company’s best interest