Area Manager North- and West Africa FMCG (nonfood)

1. Overall Objective:

• Develop sales of company products according to targets agreed with Export Manager

• Support the management of Distributor's Sales and Trade Marketing function to develop and grow the business in the relevant aspects of Distribution, Sales, Key Account Management and Trade-Marketing

• Lead the assignment process of local distribution companies in West-Africa

• Build up superior consumer- and market understanding

• Define short-and long term-term sales-, profit and working capital - objectives and ensure their achievement



2. Key Tasks:



Sales

• Develop national and regional Distribution, Sales targets (short, mid and long term)

• Manage Performance of Distributor and prepare regular Business Review Meetings

• Implement KPI-Models to stimulate distributor-performance

• Implement regular and standardized analysis & reporting of actual business-performance (customer sales, Distributors sales, product-sales, distribution, and merchandising) versus agreed targets

• Define trade channel-specific assortments (Must stock list) and follow-up of implementation of listing plans

• Preparation of country specific roll-out plans for launch of new products or new countries. (channel relevance, quantities, rotation, timing)

• Define and implement corrective measures in case of deviations versus targets

• Guide and support the distributor

• Implement sales force management and reporting tools with Distributor's Sales Director

• Observe and manage price levels and trade margins

• Provide the Supply Chain function with regular sales-forecast information by product



Key Account Management

• Manage performance, regular business reviews and negotiations with national and selected regional/international key accounts in all aspects (listings, rebate structure, outlet-distribution, sales, merchandising, promotions, logistics)

• Negotiate and prepare Sales Contracts with selected International Key Clients

• Monitoring and benchmarking of trade rebates and net pricing

• Prepare monthly reporting for international Key Accounts and be a link between the international Headquarters and local subsidiaries

• Support implementation of Key customer related promotional projects



Trade-Marketing:

• Initiate and analyze customer-wise promotional plans in cooperation with distributor and its Trade-Marketing function

• Measure sales performance and give feedback to Distributor & Marketing

• Initiate and support implementation of category-management or merchandising projects



Marketing

• Establish Yearly (Sales- and) Marketing Budgets and Plans based on approval by Export Manager/Controlling

• Support the creation of brand development activities (ATL)

• Support the development of suitable product assortment and price positioning

• Monitoring of local market and competitive activities

Job Details

Date Posted:	2014-05-27
Job Location:	South Africa
Job Role:	Sales
Company Industry:	Manufacturing and Production

Preferred Candidate

Career Level:

Management

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Company:

Date Posted: May 27, 2014 at 11:00AM

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Area Manager North- and West Africa FMCG (nonfood)