The Role
The Sales Director is responsible for leading the sales strategy, driving performance, managing key accounts, ensuring customer satisfaction, and overseeing the development of cold drink equipment strategies while achieving financial performance goals.
Summary Generated by Built In
Responsibilities
Strategy
and Leadership of Sales Function
•Prioritize opportunities and
lead the development and execution of the national sales strategy informed by
the Commercial Excel team.
•Develop and update annual sales
plans aligned with long-range planning.
•Lead and guide the sales
team to meet and exceed performance objectives.
•Ensure effective sales operations
& maintain excellent customer satisfaction through continuous improvement.
Implement
Channel and Account Development Strategies
•Execute a clear look of
success to “win at the point of purchase” for key channels and accounts,
•Ensure effective point of sales
communication with stakeholders.
•Support customer teams in
implementing channel strategies and defining account priorities to drive
development.
Ensure
Value Creation through Effective Key Account and Local Customer Management
•Lead activities with customer
executive teams to understand values and maintain open communication.
•Negotiate contracts with
customers and key accounts.
•Co-create annual business plans
with customers.
•Develop and manage key customer
processes.
•Implement category management
across major retail chains.
Market
Execution Excellence including Processes and Standards (Sales Force Automation and right execution)
•Implement
standards and guidelines across channels and embed sales force
effectiveness and automation.
•Monitor
and manage Right Execution Daily, and lead sales resource planning and
merchandising.
•Implement
the consumer assets principles for the execution of consumer events.
•Drive
employee engagement through competitive remuneration, coaching, and
training programs.
Development
of cold drink equipment(s) Strategy and Plan
•Define a set of principles for
investment priorities for Cold Drink Equipment(s) and lead the development of
the cold drink equipment(s) strategy, aligned to the occasion, relevant brand,
pack size, price and channel and route to market strategy.
•Oversee the management of cold drink equipment(s) such as
coolers etc.
and operations.
Build
Demand Plan and enrich Statistical Forecast with the Impact of Marketing and
Commercial Plans and Local Projections
•Improve the balance between demand
and supply plans, solve issues and align projections to meet sales plans
according to production and sourcing capacity.
Manage
the development and embedment of core capabilities in Sales force and 3rd Party
Distributors
•Ensure strong Sales Force
capability development across all roles in the business
•Develop the 3rd party Distributor
Strategy, systems, enablers in collaboration with HR, Finance and IT to develop
of 3rd party Distributor capabilities driving cost, productivity, and customer
service.
Measure
the sales performance and put in place improvement plans to address issues
•Track local sales performance
against company’s Key Performance Indicators (KPIs), identify trends and gaps and implement
corrective actions.
Manage commercials cost, Profit and Loss (P&L) performance.
Requirements
Knowledge and Experience
•Industry knowledge: Deep
understanding of the beverage or FMCG market, competitors, and customer dynamics..
•Sales strategy: Significant
experiences and/or exposure to the development and implementation of an
effective sales strategy
•Execution: Proven
track record in delivering business result with an expansive commercial growth mindset. . Experience in working within the complexities
of the unique System economics between head office and factory. Must have demonstrated experience in
leveraging core customer and commercial drivers – i.e. Sales; Commercial
Execution and Capabilities; and Revenue Growth Management.
•Challenge And Inspire Growth:
Encourage continuous improvement; challenge individuals to exceed their
potential while providing guidance and support for growth.
•Sales expertise:
in brand marketing, innovation, strategy development, distribution, key
accounts, sales and market segmentation and insights.
•Projects: Demonstrated
ability to manage projects in a complex environment with multiple entities and
stakeholders (Brand owner, Group, Customers, Partners).
•Business Acumen:
Able to comprehend and comment on general macroeconomics. Knowledge of business
and management principles involved in strategic planning, resource allocation,
human resources management, leadership of change and business transformation,
coordination of people and resources, etc.
•Education:
Bachelor's Degree: Finance, Marketing, Business Management or Economics with
Post Graduate Qualification: MBA or equivalent .
•Experience:
•Industry
Experience: 10-15 years of proven broad Sales experience at an executive level,
with a preference in the FMCG industry and experience in multi categories
operations.
•Extensive
Management experience at senior level(s) and experience in developing and
leading Commercial teams to achieve positive business results and/or customer
objectives.
Skills Required
- Deep understanding of beverage or FMCG market
- Significant experience in sales strategy development
- Proven track record in business results and commercial growth
- Experience managing complex projects and stakeholders
- Bachelor's Degree in Finance, Marketing, Business Management or Economics
- MBA or equivalent qualification
- 10-15 years of executive-level sales experience in FMCG
- Extensive management experience in leading commercial teams
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The Company
What We Do
CVPeople Tanzania is a leading provider of HR consulting and recruitment services, specializing in identifying and recruiting senior leaders and board directors to help businesses succeed.
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