Area Sales Manager - Adama

Roles & Responsibilities 

• Follow up & manage mainly secondary sales (sales from distributor to the general trade)
• Clearly Communicate the sales performance report to sales team and distributors
• Supporting the distributor on sell out on the daily basis & follow up on time delivery of the primary orders
• Closely working with sales coordinator
• Achieves the Areas' revenue and SKU target for all products by every distributor
• Conduct weekly and month sales performance review with the distributor and the sales staff
• Manages a team of distributor sales representative (DSR) to optimize the performance in their assigned territory.
• Works closely with the Retail Distributor help them & manage: stock & order management, demand forecasting, credit management, profitability, sales team KPIs.
• Develops productive relationships with key retailers and wholesalers in the area to support the distributor’s business
• Manage the key account customers found under every distributor
• Help build RTM database based on market nature & support the distributor sales team with account development and maintenance
• Follow up secondary sales reports and make necessary adjustment and actions (Call Rate, Success rate and strike rate)
• Analyze other KPI reports and take proper support and action
• Provide competitor activity related inputs to the RSM & Trade marketing
• Based on the market audit and analysis make sure the distributor to carry all stocks and fill gap accordingly
• Conduct competitor related analysis with the help of marketing department
• Conduct weekly and monthly meeting with DSR & Distributor Staff
• Managing e-mails and other communication mediums (telegram)
• Make sure all the resources are fulfilled by the distributor as per the standard
• Provide downtime and undelivered orders on daily and weekly basis
• Responsible usage of company resource. (Computer, Vehicle, Documents)
• 90% of working hours invested on physical market visit 
• 10% working hours invested on office/ paper work (Report, data. etc) 
• Continuously coaching distributor sales representative and staff
• Manage the DSR & all the sales staff of distributors in the assigned area
• Plan & Coach the sales team and provide clear and actionable feedback
• Motivate the sales team and distributors to deliver business objectives
• Create a partner relationship with all distributors
• Maintain good relationship with sales coordinators and drivers
• Communicate to distributors/ Customers the Company EHS rule & regulation.
• Ensure on time incident reporting