Regional Sales Manager FMCG, Ivory CoastWhat are we looking for

Completed Friday, 6 April 2018

For Brassivoire, part of the Heineken company, in Ivory Coast. Area responsible for the city of Abidjan and other cities in Ivory Coast.

Responsible for
• Defining the Sales Strategy, incorporating the Brand and Channel Strategies
• Recruitment & Management of Primary and Secondary Distributors to support the sales efforts
• Ensuring Availability and promotion of all Brassivoire Portfiolio
• Care and Efficient utilisation of Commercial Assets to achieve Sales objectives
• Ensure satisfaction of clients and recognistion of Brassivoire as Preferred Supplier

1. Achieve Annual Brassivoire Sales Objectives
• Rally the Sales and Distribution Team to achieve the defined Annual Portfolio sales volume objectives.
• Define and execute Brassivoire Sales Strategy and Annual Sales Plan
2. Sales & Operations Planning
• Lead the Sales and Operational planning as well as demand planning process and target setting
• Develop yearly sales plan for brands/packs per Region
• Ensures Brassivoire ambition and objectives are delivered by the plans and that SC produces against these objectives
• Ensure accuracy of sales forecast
3. Distributor Development
• Use Research, networking and other sources of information to create a database of potential Distributors to recruit to support Brassivoire sales now and in the future.
• Define, update and apply standard criteria for recruitments
• Define Minimum operating standards for distributors, including training Programs for Distributors
• Constantly Reviewing opportunities to develop potential of distributors through geographical re-zoning and new sub client recruitment and development.
• Motivate Customers to execute against Sales Objectives, Availability and Price Respect targetsand plans through centrally coordinated incentive plans (Loyalty Program and other incentive P4P programs).
• Ensure high level of satisfaction and eagerness to do Business with Brassivoire
4. Sales Development/Prospection du Marche
• Build broader knowledge of the Macro environment in which we operate in RCI.
• Lead the Process of developing existing business or developing new business
 Search and Apply for innovative ways to increase business of current clients
 Search and Apply innovative ways of creating new business opportunities without cannibalising on existing business, etc
• Evaluate constantly and reallocate resources to sustain existing and new business
• Develop and execute in line with Marketing and Trade Marketing for the introduction of new Product Innovations
5. Promotions
• Develop promotional strategies & objectives (in conjunction with Trade Marketing) to efficiently deliver an exciting experience of Brassivoire brands in an overall effort to recruit and reinforce loyalty for our brands.
• Identify new promotional opportunities expected to drive better brands experience.
• Ensures Brassivoire ambition and objectives are delivered by the plans
• Challenges budget assumptions and allocations to deliver the highest channel profitability
• Efficiently allocates budgets to effective sales promotion activities and ensuring balance between push and pull activities
• Develop implementation guidelines in sales kit for the sales force
6. Visibility
• Ensure the development and placement of the Right Visibility materials per outlet in conjunction with Trade Marketing
• End Responsible for ensuring visibility in the right quantity and quality in each outlet type
7. Commercial Asset Management
• Execute the commercial asset strategy in conjuction with Trade Marketing to maximise resource utilisation and return on investment.
• End Responsible for the utilisation, care of company commercial assets.
8. Profitability and credit management
• Develops profitability models on the cost and profitability of doing business with each Distributor and try to develop WIN WIN by optimising profitability for Brassivoire and Distributors
• Ensures Sales works effectively with Finance, Supply Chain to optimise cost of Commercial logistics
• Where applicable, define and apply standards for Credits and debt recovering ensuring that Bad debts are reduced to 0%
• Consistently track each Distributor Financial Health and give early warning signals of potential bankruptcy and take measures to ensure Distributors do not default on company credits
9. Budget management & cost effectiveness
• Monitor budget management per Sales Region, & cost effectiveness of all Sales activities
10. Excellence in Execution to deliver ‘Perfect Outlets’.
• End Responsible for execution of all sales and channel activities
• Develop implementation guidelines in sales kit for the sales force
• Ensures cross-functional alignment and commitment to execute key activities
• Sets challenging performance standards and Champion execution effectiveness through thorough planning and consistent evaluation and applying lessons learned
• Conduct regular trade visits to gain knowledge of customer & consumer dynamics, Sales execution, demand fulfilment and execution of Channel activities.
11. Quality Promise
• Champion of Brassivoire QUALITY PROMISE to consumers by ensuring that all channel stakeholders apply the right standards to deliver Product freshness and Presentation as should be
• Define in conjunction with Supply Chain procesdures for Quality Management in field and related consumer satisfaction
• Attend weekly product taste tests and enrich self with Product Quality specs and evaluation
12. People & capabilities development
• Identify individual needs of the Sales team and evaluate them in ways that are important to them.
• Coaching & development of each member of the Salesteam to bring them to the next level of professionalism.
• Detect new talents and ensure good succession within the Sales department.
Major Requirements
• Demonstrate clear understanding of portfolio and brand strategies & plans (positioning, communication guidelines and consumption curves)
• Demonstrate clear understanding of consumer and customer profile, needs, behaviours and trends by channel • Demonstrate clear understanding of key business drivers by channel and customer type, Sales organisation and competitor strategies
• Demonstrate understanding and knowledge of Heineken NV Consumer Insights Generation, BWC (building winning Channels), BWP (Building Winning Portfolio)
• Broad functional experience in areas of sales, market development, market research and planning, promotions/advertising
• Control of Excel and PowerPoint
• Project Management
• Finance for non-financial managers

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