Area Development Manager(Dry)

Job Summary

Manage the assigned sales team, coverage area and products. Ensure that
effective supervision and management of all aspects of sales channel stream
and area.

Roles & Responsibilities

• Responsible for achieving the Sales AOP - Value and Volume for the specified area and category


• Execute Sales plans and budgets to achieve & exceed annual sales objectives.


• Monthly forecasting of promo activity and ensure execution as per the plan


• Review daily the service levels and sales volume and return performance by route with each sales representative.


• Responsible for the achievement of distribution targets under area of supervision.


• Responsible to deliver monthly sales volume and returns target as per AOP


• To ensure the correct visibility and availability of products in all outlets is as per the planogram and share of shelf.


• Responsible for wastage control for all routes and outlets under supervision.


• Directly responsible for collection / reconciliation from company approved credit customers


• Responsible and accountable for supervising a team of sales representatives, ensuring the correct service levels, distribution and display of company products to an agreed customer base.


• Accountable of ordering the correct volume and mix of product to service the outlets under supervision to the agreed company standards.


• Responsible for implementing Planograms across outlets and categories.


• Responsible for conceptualizing and executing brand activation including brand launches, effective trade investment opportunities to sustain competitive advantage.


• Responsible for monitoring & implementing POP (Proof of Performance) at the store level & devising promotional strategies to increase sales.


• Customer Relationship management


• Ensure to conduct Area-wise Quarterly Reviews with each customer


• Ensure all sales routes under supervision have up-to-date route plans.


• Ensure that all routes under supervision have the correct quantity and mix of saleable product to service their outlets on a daily basis as per the company must stock list.


• Conduct a minimum of ‎2 visits in the market on route per salesmen under supervision on a monthly basis.


• Ensure proper implementation of sales campaigns / promotional activities and follow up on the promotion plan. (Trade and Consumer campaigns).


• Monitor daily activities of the salesmen and follow up on sales progress, collection status and accomplishments.


• Guide and support salesmen to achieve better results by allocating sales and collection targets by getting commitments from sales team (bottom-up approach)


• Generate daily and monthly reports regarding the overall sales achievements and also competitor activities.

KPIs

• Volume and Value target achievement


• Distribution and Visibility Enhancement


• Assortment management, to ensure ‎100% MSL availability


• Listing of NPDs


• Accounts Receivable and Reconciliation


• Reduce Market Return


• TMI management


• Development of personnel

Work experience requirement

• Must have ‎1 to ‎3 years' experience in similar role in the UAE, management experience.


• Overall ‎3 to ‎5 years' experience in FMCG, preferably dealing with food products sales.

Qualification

Must have a Bachelor degree in business or management related field.
MBA degree in business or management related field is desirable.

Competencies

Business Acumen
Communicating effectively
Customer Centricity
Negotiation Skills
Ownership & Result Orientation
Planning & Decision Making
Self and Team Management
Target setting
Selling Effectively
Business Unit: S&D(UAE) (‎374)
Business Group: S&D(GCC) (‎240)