Territory Development Manager

1 month ago

Muscat, Oman Omanjobs Full time
JOB ROLE Responsible to lead his field sales team to execute the agreed sales, distribution and POP objectives, in coordination with the Country Sales Manager. JOB RESPONSIBILITIES Key Deliverables: List the main tasks, duties and responsibilities which the role holder must deliver to achieve the agreed objectives Responsible for achieving the Sales, distribution and visibility objectives in line with the brand Accountable for the delivery of Sales, distribution and visibility objectives in line with the Channel and Brand objectives for the Group. Ensure Profitability of the business through effective negotiation and A&P Controls to ensure better return on investments Lead, motivate and guide the frontline sales team through on field coaching and mentoring. Effective execution of channel and customer plans and agreements Conduct Business Reviews with the designated accounts on a periodic basis. Ensure effective monthly sales forecasting, stock management and execution of the stock management priorities. Responsible to ensure timely payment collections from the trade. Ensure market working on a regular basis including market intelligence, competitor tracking, conducting reviews and develop good commercial relationship with relevant stakeholders etc. Performance Indicators: Parameters that will access the achievement of the objectives Sales: Target Vs Achievement (BIW) Distribution: Distribution Tracker, Audit, Market Working Report Visibility: Share of Shelf, Visibility Agreement Sheets A&P Budget Vs Actuals, ROI evaluation sheets, Promo allocation & evaluation report Completion of all Performance Management Tools for reportees. No. of promotions within the team Key Account Agreement and Visibility Sheet, Channel Plans Customer Business Review minutes/presentations Monthly Slow Moving & Non-Moving Stocks Report Customer Ageing Report Market Working Report, Monthly reports & Key Account review summary & minutes Internal Contacts Head of Sales & Marketing/Country Sales Manager Direct Reports: 5-5 reports Support Functions- Logistics, Marketing, HR, Finance, IT, Production External Contacts Customers Education Bachelors Degree or Masters Degree Experience 5-7 years of experience in FMCG sales in the GCC Minimum of 2 years in leading a team of at least 3 direct reports. Proven track record of multi brand handling & multiple task management Experience in all aspects of sales management- Customers, Inter-Department & Sales team Graduate degree, MBA from an accredited university preferred Knowledge Knowledge of the FMCG distribution business Sound knowledge of the retail structure, key influencers & decision makers. Broad level understanding of category management Valid Oman / GCC Driving license Understanding of internal performance measures such as margin and pricing structures, working capital, stock management, A&P etc. Understanding of BIW; MS Office suite, Arabic knowledge desirable Skills Generic Competency Job knowledge (Demonstrates a high degree of understanding and execution of the knowledge and skills required for the job, consistently contributes on the required deliverables in an efficient manner) Result Orientation: (exhibits the drive and the initiative to deliver the results as per the quality and timeliness standards) Passion to Excel (Strives to deliver at a higher level of excellence, consistently contributes beyond the normal call of duty, relentlessly pursues to enhance quality of deliverables) Communication (Able to articulate effectively, ideas and information both verbal and written, exhibits a high level of understanding, tact, empathy and concern in interpersonal business relations, informs others on a timely basis on relevant information) Team Work (Encourages a participative approach to work fostering cooperation and trust, always places team priorities ahead of personal priorities) Analytical Ability (Demonstrates the ability to understand and assess complexities, identify trends and patterns by assimilating relevant information, derives alternatives and measures in a systematic way) Reporting (Aims towards delivering quality reports as per the required parameters and within the stipulated timeframes) Managerial Competency Leadership (Leads by example, demonstrating direction and decisiveness, inspires and motivates the team towards a shared vision) Relationship Management (Exhibits the initiative to establish good relations with customers in order to achieve company goals and objectives) Decisiveness (Strives to make sound decisions based on business objectives, risks and implications, gathers information on gaps and variances, foresees long term impact, takes accountability for outcome of business decisions) Strategic Planning and Organizing (Exhibits the perspective to create a long-term vision, balances complex & competing needs, establishes priorities, has the ability to forecast future trends and uses them to make well informed and sound business decisions) Financial acumen/commercial judgment (Exhibits the quickness of perception, insight and acuteness in understanding and practicing sound financial principles of operation, implements cost effective approaches, fosters an environment that encourages fiscal responsibility) Innovation (Exhibits the ability to identify radical approaches to current thinking, ability to develop innovative solutions in work methods) Other Skills: Negotiation Skills Gender MaleAnnul Leave Once a year 30 days leave with Return economy class air-ticket Medical Provided by the company Driving License Preferred Oman driving license Languages English: Written, spoken, read Arabic: spoken is preferable and plus point Job Types: Full-time, Permanent Salary: RO650.000 - RO750.000 per month Ability to commute/relocate: Muscat: Reliably commute or planning to relocate before starting work (Required)

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