Regional Sales Manager

Job role

• Manage customer / distributor portfolio to deliver results; financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of execution plans.
• Conduct and report on weekly sales reviews with the area managers and address areas of concern or improvement to achieve targets.
• Provide weekly and monthly summary of sales achievements and areas of action to increase sales by distributors and area teams
• Provide input in developing LPG business plans and strategies in Kenya, aligned with the business plan, strategy and direction, to grow business / market share and implement the same in the assigned region.
• Monitor and report on the effectiveness of the Route-to-Market structure and propose improvements necessary to increase market coverage and product penetration.
• Stock management: Monitor stocks with distributors specifically to minimize loss and increase cylinder turnaround and control cylinder revalidation costs.
• Provide accurate sales forecasts for production and logistics planning.
•  Active market assessment and reporting on market development, competitor activities, market shares, pricing and product penetration.
• Implement appropriate LPG marketing propositions & promotions, with support from Marketing department.
• Conduct and support training (product training, commercial and technical training) for appointed distributors, their staff, retailers and customers.
• Assist in conducting regular distributor / retailer audits for compliance with safety and regulatory requirements in LPG and cylinder handling.
• Assist in the planning and execution of distributor and customer events in collaboration with the marketing team area managers and territory sales representatives.
• Monitor distributors performance, effectiveness and market converge and implement mitigating measures to ensure targets achievement.
• Appraise regional team performance, provide sales leadership, training and coaching and identify performance gaps as may arise within the team.
• Sales target management including Area Manager and Territory Rep recruitment.
• Work closely with logistics and operations team to ensure timely delivery of products to the distributors.
• Monitor regional team adherence to standards and take reinforcement measures to ensure compliance to commercial and other company standards and policies.
• Train customers retailers, distributors and other stakeholders on product knowledge and HSE.
• Participate in lobby efforts with Govt. and other stakeholders to enhance LPG Regulatory framework.
• Identify and develop new distribution partnerships targeting wholesalers, retailers.
• Partner with distributors to develop business plans with stretching objectives and targets to maximize business opportunities in the market.

Must have skills

• Experience in RTM development, selling & negotiation, marketing strategy, customer relationship management.
• Team leadership and accountability management
• Business knowledge, budgeting and sales planning
• Distributor / Channel Management. 
• Selling and Negotiation
•  Customer Relationship Management 
• Market Awareness

Qualifications

• Bachelor’s degree preferably in Sales or Marketing 

Experience level

• At least 5 years’ work experience in Sales & Marketing field achieving stretched targets, preferably in FMCG channel/distributor management.