Traditional Trade Management Lead Job Opening in Kenya October 2014
Vacancy: Lead, Traditional Trade Management
Reports to: Country Manager – Cluster Member
Reports: Sr. Associate, Sales Account Management
Main Responsibilities
- Achieve NS and profit targets per budget for Traditional Trade.
- Lead traditional Sales associates and distributor sales organisation to achieve IMS targets as per country plan
- Control and Manage trade spending for Traditional trade.
- New product listing and achieve their sales target.
- Implement price strategy defined our client
- Generate reports required by organization: sales, stock level, sell through, etc. through the Distributor.
- Support execution of CTL initiatives driven by Sales Operations and marketing.
- Implement promotional activities and trade programs in Traditional Trade and emerging chains.
- Prepare and Present Monthly reviews to Senior Management with Distributor
- Identify and Action Distribution Opportunities
- Develop solid business relationships with Distributor and support personnel
- Track and monitor Merchandising Company performance in emerging chains. Attend regular review meetings.
- Attend monthly Demand Meetings in order to ensure accurate volumes (by account), are incorporated into the S&OP/Demand Forecasting process
- Develop, negotiate and implement effective promotions in emerging chains and conduct Post Implementation reviews for them
- Monitor and Track implementation of promotional activity. Follow up noncompliance (where relevant) with relevant accounts
- Grow and increase Retail Numeric distribution countrywide as per budget
- Provide feedback for yearly price increase.
Processes
- Manage Trade spend as per approved budget
- Executes and monitors promotions (do pre and post ROI analysis, in collaboration with Local CM and Sales operations)
- Ensures timely and excellent execution of agreed FOCO plans
- Participate in local S&OP process, and own the Traditional Trade country demand management process
Support Services
- Leads local tracking of distribution performance, competitive activities, trade sales and inventory
- Leads tracking of Merchandising performance in emerging chains
Distributor Management
- Serve as Key contact person between our client and Distributor on day to day sales activities
- Ensure Distributor achieves targets for IMS, stock levels and numeric distribution as per set targets
- Collection of receivables from Distributor
Line Management
- Effective management of our client’s Traditional Trade personnel in the achievement of set Business Objectives
- Guidance and coaching of department personnel in order to achieve set objectives and identify and resolves any issues that may arise (with the assistance of the Country Manager, if necessary)
- Ensure normal day to day traditional trade activities are actioned on time: Price Increases, Cycle Deals, Coop Evaluations, Pas, Promotional Activity, Reviews etc.)
- Regular feedback/update sessions with Department members.
- Identify any skills/knowledge training that may be required in order to deliver on objectives
Required Experience and Qualifications
- Prefer Post Graduate qualifications in a related field
- At least 5-7 years in Sales Management FMCG and a Field Sales/Sales Management role
- Knowledge of the categories, pertinent key customers, and key competitive set
Qualified candidates to send their applications here