An established FMCG company is seeking to recruit an experienced Sales Manager to oversee sales operations at its branch in Accra and the Southern Sector, and in Kumasi and the Northern Sector.
The successful candidate will be responsible for developing and executing sales strategies, leading and managing the sales team, driving revenue growth, expanding market share, strengthening distributor and customer relationships, and ensuring the achievement of sales and profitability targets within the assigned territory.
JOB SUMMARY
The Sales Manager is responsible for developing and executing sales strategies to drive revenue growth, expand market share, and strengthen customer relationships within the organization. The role involves leading sales teams, managing key accounts, monitoring market trends, and achieving sales targets while maintaining high standards of customer service and brand representation.
KEY RESPONSIBILITIES:
Sales Strategy and Business Development
- Develop and implement effective sales strategies to achieve revenue, volume, and profitability targets.
- Identify new business opportunities, distribution channels, and market segments for growth.
- Monitor market trends, competitor activities, and consumer behaviour to inform business decisions.
- Develop annual and quarterly sales plans aligned with organizational objectives.
Sales Team Leadership
- Lead, coach, mentor, and motivate the sales team to achieve and exceed performance targets.
- Set clear sales objectives and Key Performance Indicators (KPIs) for team members.
- Conduct regular performance reviews and provide constructive feedback.
- Identify training needs and facilitate continuous professional development for the sales team.
Customer and Distributor Management
- Build and maintain strong relationships with key customers, distributors, wholesalers, and retailers.
- Negotiate contracts, pricing, and promotional agreements with key accounts.
- Resolve customer complaints and ensure high levels of customer satisfaction.
- Ensure effective management of distributor performance and compliance with company standards.
Market Expansion and Trade Execution
- Ensure effective product distribution and market penetration across assigned territories.
- Monitor product availability, visibility, and merchandising standards in the market.
- Collaborate with marketing teams to execute promotional campaigns and trade marketing activities.
- Track and evaluate the effectiveness of sales promotions and market activations.
Sales Performance and Reporting
- Analyze sales data and prepare regular sales reports, forecasts, and market intelligence reports.
- Monitor sales performance against targets and implement corrective actions where necessary.
- Manage sales budgets and ensure cost-effective utilization of resources.
- Provide accurate sales forecasts and demand projections to support inventory planning.
Compliance and Operational Excellence
- Ensure adherence to company policies, procedures, and ethical business practices.
- Maintain accurate customer records, sales documentation, and market data.
- Ensure compliance with health, safety, and regulatory requirements within the FMCG industry.
QUALIFICATIONS AND EXPERIENCE
- Bachelor’s Degree in Marketing, Business Administration, Sales, Economics, or a related field.
- Master’s Degree or professional certification in Sales and Marketing is an added advantage.
- Minimum of 4 – 5 years’ experience in FMCG sales, with at least 3 years in a managerial role.
- Proven track record of achieving sales targets and managing high-performing sales teams.
- Experience in distributor management, key account management, and route-to-market strategies.
SKILLS AND COMPETENCIES
- Strong leadership and people management skills.
- Excellent negotiation, influencing, and relationship management abilities.
- Strong analytical and problem-solving skills.
- Sound knowledge of FMCG market dynamics and distribution channels.
KEY PERFORMANCE INDICATORS (KPIs)
- Sales revenue growth.
- Achievement of sales targets.
- Market share growth.
- Customer acquisition and retention rates.
- Distributor performance and coverage.
- Team productivity and performance.
- Product availability and distribution reach.
- Customer satisfaction levels.