The GT Manager manages, supervises, and is responsible for the continued implementation of effective general trade activities within the country.
Minimum Qualification : Bachelor
Experience Level : Management level
Experience Length : 7 years
KEY PERFORMANCE INDICATORS
Sales targets achievements
Coordination of market scan and planning a meeting to discuss the reports
Concluding the sign of for existing distributors in Kenya and establish secondary sales customer database regional wise
Sign offs GT Sales Team commission structure (Product wise) stating clear objectivesSales TargetsDistribution TargetsCollection Targets
Conclude devolving of Marbles TI in at least 1 distributor regions
Planner : Develops sales plans and budgetsto achieve or exceed the annual sales objectives for the GT. Monitor andcontrol the sales budget to ensure optimum utilization of resources in the GT
Targets : Establishes sales objectives bycreating a sales plan and quota plan for various territories in support ofnational objectives.
He / she should be able to achieve the same through;Preparing an completing the planned action plansMaintaining and expanding customer base by counselling regional TSIs, building and maintaining rapport with key customers;
identifying new customer opportunitiesRecommending product lines by identifying new product opportunities, and / or product, tracking competitors
Sales : Generate sales of companyproducts in the GT through a team of TSIs and other support team necessary toachieve or exceed the annual sales targets
Conformity : Conductregular market visits to check route coverage, competitor activity andcontinuously search new opportunities to increase sales in the GT
Information : Providedistributors and customers in the GT with information about new or improvedproducts and services to improve sales in the GT
Coordination : Developand maintain an efficient distribution network to ensure the comprehensiveavailability of company’s products and services across the GT to achieve orexceed the sales targets, coordinate and follow up with the storehousesupervisor to ensure that adequate inventory stock of product is maintained forthe GT to meet the sales delivery schedules and provide the distributors withsuperior levels of service and meet the needs of the customer
Systems : Establish and ensure that allsales administration procedures including technology-based support applicationsrelating to the GT operations are properly implemented to support the salesteams in their efforts to accomplish the sales targets
Marketing support : Liaisewith the marketing team to ensure that adequate marketing support by way of merchandisingand promotions is available in the GT to provide brand visibility and promotesales in the GT
Structure : Develop the necessary Sales Managementorganization structure and ensure the right calibre of staffing and appropriatetraining to meet all job requirements.
Provide leadership so that staff arewell motivated and engaged to stay and contribute effectively to theorganization
QUALIFICATIONS, EXPERIENCE ANDSKILLS
Bachelor s Degreein Marketing or business-related courses with at least 4years relevantexperience in sales and marketing, preferably FMCG set-up.
Highest order ofIntegrity and ability to maintain strictest confidentiality
Credibility andmanagement experience and flexibility to deal with people at a variety oflevels
Good planning andorganizational skills
Excellentcommunication and people skills
Commitment toachieving the sales targets
Able to interact withstakeholders; has driven stakeholder engagement plans
Problem solverespecially in crisis situations
Good reportingand sales closure skills
At least 7 years’ experience in alarge manufacturing and distribution concern, at senior management level gainedthrough heading various business functions
Ability tomotivate and lead a team
Good communication instructionalskills , effective presentation, and multicultural understanding
Strategic thinker with knowledge inintegrated systems, data analysis, projections, modelling and scenarioplanning.
IT, budget andreport writing skills
Excellent self-management skills and the proven ability to meet strict targets and deadlines
Excellent salesand negotiation skills
P rovenexperience in FMCG multinationals at management level
Experienceand record of deliver working in developing markets. Comfortable dealing with complexity andambiguity