Overview Lead the sales team in deploying company strategies and develop plans to address local business needs. Train and motivate the team to achieve short term company objectives and long-term organizational strategy. Responsibilities • Set clear and SMART objectives to ensure delivery of AOP Plan in line with Regional goals and cascade locally to territory team • Estimate and analyze category development potential for each category within FLP and create subsequent plans to consistently grow shares in each category • Implement & cascade action plan to territory team to execute counter strategies • Strategize and brainstorm with ZSM/Sales Lead to drive sustainable growth objectives & re-align strategy where necessary • Responsible to achieve monthly and quarterly volume targets as well as target brand & pack deliverables • Review progress as objectives at weekly meetings and take corrective action as appropriate Productivity and Financials: • Ensure smooth flow of information to ZSM & Sales Leads to aid strategic decision making & ensure all financial & sales data is factually correct • Monitor & manage trade discounts with TSOs month on month • Monitor & track distributor ROI and propose suggestions to leverage on distributor profitability • Implement quality & control measures at distributor outlets – FIFO, stock numbers etc. • Responsible for depot sales tracking & to assist RSM in strategic planning against data gathered on a monthly basis • Drive productivity optimization & motivation for TSOs and DSRs through daily interaction; weekly meetings & setting smooth operating procedures • Assist ZSM/Sales Lead to ensure optimization of staffing requirements through liaison with HR Commercial Manager Market Share: • Accountable for improving market share through identification of untapped channels, new towns, brand and pack size & optimal rack productivity • Drive corporate marketing agenda with regional focus through customized local promotions • Develop team capability to address channel partner stability related concerns, by evolving alternate GTM mechanisms • Analyze & propose promotions with positive financial impact through rationalization of brand plans • Market intelligence & competitor analysis – Monitor competitor activity and identify response plan in liaison with ZSM/Sales Lead • Ensure smooth execution of all new product initiatives against regional business strategy • Ensure execution of all merchandizing, display & operational priorities across territories Process Improvement: • Propose ways to improve existing sales processes- data tracking, payment methods, supply chain etc. • Build and maintain communication with Head Office/ Supply chain on product supply and POP related matters • Develop ways to improve process efficiency with distributor and retailer through liaison with all stakeholders • Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs Qualifications • Preferably 4 - 6 years of experience in Field Sales particularly in FMCG sector. • Strong leadership skills, People Manager, Problem Solver • MBA or Masters in Marketing & Sales • Written and verbal communication skills • Prioritization skills • Sense of urgency to get results • Proficient use of MS Office needed. Frequent work on complex excel & Power Point applications. • Strong team player • Multi- tasking ability • Proficient in maintaining speed in work. • Analysis and control