Job Description

Roles & Responsibilities

Manage organizational sales by developing business plans, meeting planned goals, and coordinate with the marketing department on lead generation.
Direct and oversee the activities and performance of the sales team by tracking sales goals, setting individual sales targets, and facilitate the ongoing training and development of the salesforce.
Manage and achieve overall sales and profitability of the Modern Trade (MT) Channel.
Maximize distribution (MSL products) and visibility of the appropriate product range.
Create the sales budget / forecast estimate and review as decided by the management.
Conduct periodical sales meetings as per the schedule at different levels – Management level, Supervisor level and Salesman level.
Identify the KPIs for the business unit / Team members.
Continuously improve share of shelf vs competition and amplify impact of product visibility on consumers.
Review and manage stocks in alignment with Category Managers.
Ensure proper execution on the journey plans of the sales team, delivery schedules, routes of merchandisers.
Manage and monitor the trade marketing budget estimated for the year.
Responsible for business development agreements / Market investments with key accounts.
Responsible for permanent and temporary display budget, ensuring agreed displays are available in the market.
Provide input to marketing department on consumer or trade promotion plan / calendar.
Obtain and monitor an up-to-date record of the market trends in relation to go to market approach, competitor’s activity and retail development.
Review, plan and prepare promotion plans/ marketing activities to customers as per promo calendar in coordination with the category team.
Identify new business opportunities and develop sales & marketing strategies.
Approve company credit customers as per the agreed credit policy.
Ensure no due amount in the market and collection target is achieved as per agreed credit terms.
Develop customer relations at all levels and resolve customer complaints about products or services.
Conduct regular sales progress or review meetings with major retail customers.
Responsible for all sales staff in BUM (recruitment, appraisal, development).
Optimize efficiency of the team and resources.
Control and approve targets and sales commissions; motivate sales team to reach or exceed sales targets.
Ensure all staff comply with company procedures and guidelines.
Organize and approve yearly vacation plan and vacation replacement for sales staff.
Ensure operations comply with company rules and initiate penalties for violations.
Evaluate and coach the team in areas requiring improvement.
Assist in recruiting and building the right team liaising with HR.
Ensure team members receive services from supporting departments (HR, Admin, Accommodation, Workshop, IT, Quality, Logistic, Finance).
Evaluate discount rates and rebates for key customers ensuring agreed selling price (NRP) is realized.
Control damage and expiry ensuring it is within agreed limits.
Prepare monthly P&L reports (area wise/customer wise) liaising with Finance to ensure cost effectiveness.
Review sales records, expenses, and projected sales on monthly basis.
Category wise revenue commitment, numeric distribution, basket penetration, product and promotion rollout, customer relationship management, team development, damage & expiry control, business development – category wise.

Desired Candidate Profile

Strong communication skills (listening first and speaking second).
Integrity and trust, never asking reps to do anything immoral or illegal.
Ability to build relationships with peers, cross-functional counterparts, and upper management.
Empathy and understanding of customer viewpoint and customer service.
Graduate in Commerce background preferred; postgraduate qualification is an advantage.
Ability to unite a team under a shared vision and know what motivates each member.
Analytical skills using data-driven reports to spur sales coaching and empower reps.
Understanding of pricing, margins, and discounting impacts.
A minimum of 3 -5 years of experience in the same capacity.

Modern Trade Manager Qatar National Import and Export Co.

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