Key Accounts Manager / Sales Manager - Modern Trade

Presently we have been retained by - one of our clients who seek to hire a Sales Manager - Modern Trade. This position will be based in Oman. The key objectives of this role are to work and ensure that the Key Account Executives and Merchandisers reporting to you achieve the best possible results through effective control, training and frequent market contact with both the sales force and customers. The role will be accountable for the level of customer service provided by the sales force and responsible for the training, development and field effectiveness of the Sales Personnel reporting to you. Report on the market and competitive developments to the Modern Trade Manager taking a proactive role in recommending operational improvements.

Key Responsibility Areas (FUNCTIONAL):

Ensure that the Key Account Executives and merchandisers are properly equipped, trained and motivated to achieve their objectives.

Work in the market on a regular basis with all Sales Personnel to assist them in managing customer issues, improving performance and providing training objectives.

Report market and competitive activities to your manager with recommendations on actions and objectives that should be adhered to.

Review and analyze sales force achievements to ensure division objectives are being achieved and control systems adhered to.

Assist the Sales Representatives in identifying and pursuing new business opportunities via expansion of the customer base, promotional activities, range extensions or merchandising changes.

Ensure full implementation of sales fundamentals in the assigned area.

Ensure new product listing, price changes, promotion selling and displays are implemented as per monthly objectives in the outlets

Key Responsibility Areas (ORGANISATIONAL):

Monitor performance of direct reports, review daily sales report & provide feedback.

Frequently review the sales priorities, planning, and presentation to the sales force ensuring that they are continuously aware of all stock, pricing and promotional issues.

Accompany each Sales Representative in the market for a minimum of 2 days per week.

Ensure that all Sales Representatives and Merchandisers receive feedback of market visits with agreed follow up objectives within 2 working days of the fieldwork.

Conduct bi-annual appraisals for all Key Account Executives and Merchandisers reporting to you.

Evaluate and implement changes to journey plan for Key Account Executives and Merchandisers reporting to you.

Provide on the Job Training to sales executives and merchandisers.

Key Accountability :

Financial :

Ensure that the volume and value targets allocated to you are achieved in each customer sector.

Recommend on changes to credit limits if required and assist Sales Representatives in managing collection targets.

Manage collections from the trade and settle all customer credit outstanding.

Key Accountability :

People Management :

Motivate and energize team towards achievement of monthly objectives

Educate and develop team members on the KAM skills, principles and tools for effective planning, negotiation skills, analysis of MIS related to P&L.

The right candidate will be an MBA from a prestigious institute, with a demonstrable track record of 4 to 6 years from Principal FMCG Organizations, having worked in a managerial role in Key Account Management, Field Sales Management. Good negotiation, communication & presentation skills, excellent people management skills.

Categories managed: Body and Oral care, Canned foods, Rice, Spices, Flours, Breakfast cereals, Biscuits, Confectionery and Cleaning products.

This job opening was posted long time back. It may not be active. Nor was it removed by the recruiter. Please use your discretion.