Area Sales Representative (ASR) Hawassa

Exciting Opportunity: Area Sales Representative – Multiple Locations Across Ethiopia

The Area Sales Representative is responsible for the company’s sales in their allocated area, ensuring daily deliveries of products according to the route plan, managing the company’s relationships with outlets and consumers, and collecting and managing daily and weekly sales data for individual outlets and their area as a whole. 

He/she is responsible for tracking competitor trade practices, new opportunities, and challenges in the area and reports to their line manager timely manner and suggests a possible solution.

Purpose of Role

• This role is the link between the company and the outlets. It assures smooth communication and workflow between the company’s distribution network and outlets. It is also responsible for the inflow of customer and consumer feedback, complaints, market dynamics, and competitor trade practices.
• Generate orders, maintain standards,s and identify growth opportunities within the outlet dynamics to drive sales volumes, market share, in-outlet execution, and customer service excellence.

• Closely follow up and monitor the relationship between the distributor’s truck personnel and the outlets for any issues that might impact the relationship and experience of the outlets with the company and its representatives.

• Identify outlets in the area for promotions based on valid and justifiable reasoning an,, and in coordination with the trade marketing team, implement promotions in the outlets. This role is also responsible for the proper placement and tracking the of the company's trade assets.
• Assesses the area for opportunities: the sales representative is responsible for two basic functions: preparing and evaluating area information,, andevaluatinge outlet performance and needs. He/she will make sure that outlets are assessed and coded against channel guidelines, identify area growth opportunities and in trade execution gaps,, and make sure they are supported by area data, and competitor analysis. Moreover, he/she is expected to understand the outlet's business behavior in decision-making, preference, and practices, and develop outlet profiling based on capacity, sales volume, market share, and consumer demography.
• Plan for sales execution and implementing the sales plan: develop an outlet plan to achieve the target,, which includes segmentation and prioritization of outlets, per outlet volume and market share target distribution, outlet penetration strategy, in-trade execution plan, and sales call scheduling (route plan) and promotion need assessment. Make a consistent and periodic sales visit to outlets. Check stock balance, assess POSM needs, POSM placement, price and availability compliance, identify growth and competitive opportunities in the outlet, discuss issues and opportunities with the customer, Influence order to be placed, and record follow-up actions before departing from the outlet. In addition, make sure promotion ideas are sointonto the outlet and consumers, promotions are implemented to standard and meet objectives, and evaluate and report.
• Measurement of area sales performance: continuously follow up and measure sales volume and market share against the target for outlets and the area. In-trade execution progress, POSM control, and maintenance progress are monitored and measured against the plan for outlets and areas.
• Teamwork and participation: practice an open and honest communication within the workplace with subordinates, external parties such as distributors and their staff, and line managers. Live up to the company values, make sure handovers are communicated smoothly in any circumstances to ensure continuity and accountability in themarketplacee, participate in promotions, POSM deployment, or any other activities outside of the assigned area.
• Complete other responsibilities as assigned by his/her Line Manager.