Regional Sales Manager-Addis Ababa (Roster)

POSITION SUMMARY:

To execute sales strategy in the region ensuring that business plan targets are met by generating customer and commercial sales. Oversee sales pricing, planning, operational forecasting, partner management and trade marketing.

Strategy Execution

Implement the sales strategy for the region to achieve business growth objectives

Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives

Develop a road map to identify the sales pattern in the given region taking into consideration factors that serve as threats and opportunities.

Launch viable regional sales projects in support of business objectives

Drive the transformation of the ‘Join Phase’ improved customer experience from sale to activation and to provide guidance and support to countries to adopt

Channel Management

Implement/monitor Channel Partner Growth road map.

Monitor financial and performance targets of Channel Partners.

Identify Channel partners within region. 

Ensure all Channel incentives are aligned with organizational goals.

Develop a strong collaborative working relationship with the Channel partners. 

Harness new distribution opportunities with alternate channels

Sales Budget Management

Manage regional sales budget

Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales

Maintain proper management and control of expenditures of resources necessary to achieve the target margin.

Review regional expenses and recommend improvements where necessary

Operation Delivery

Accomplish regional sales in assigned districts; communicating target expectations to dealers and reviewing compensation actions; enforcing policies and procedures

Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining regional sales system improvements; implementing change

Establish sales objectives by creating a sales plan and quota for districts in support of national objectives

Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors

Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

Responsible for team strength & performance level (attraction, selection, retention & development of Sales team)

Ensure alignment with Team strength, performance and energy matched strategic requirements – under performers identified, improved or removed

Ensure direct reports live Company ethics;

Departmental goals understood and actively pursued by team; work accountability clearly delegated

Performance reviews are done regularly, everyone has clear picture of current performance, recognition given where it is due and low performers are acted upon

Coaching & Mentoring

REQUIRED QUALIFICATIONS:-

Education

 BA in Marketing Management, Business Management or other related fields

 Experience

A minimum of 5 - 7 years in a commerce, business administration or sales and marketing leadership role Strong financial acumen and experience in channel partner management

Deep sales & distribution knowledge

Commercial experience in Ethiopia

Competencies

Technical Competencies 

Commercial Acumen

Financial Management

Negotiations Skills

Customer Relationship Management

Developing Value Proposition

Product/Brand Knowledge

Financial Management

Risk Management

Governance and Compliance

Behavioral Competence

Relationship Management

Conflict Resolution

Decision making

Critical appraisal

Holistic thinking

Persuading & Influencing

Coaching