Zonal Business Manager

Role and Responsibilities

Leadership – Should be able to provide leadership to a team of Territory Sales Managers, and Distributor Sales people by setting SMART objectives with clearly set review mechanisms on both individual and team performance.

Trade management Routines – Ensure compliance with best practices in distribution as recommended in the route to market. Ensure correct application of distribution processes and procedures and control the quality of process implementation. Recommend possible improvements in the distribution channels.

Key Performance Indicators – Responsible for coordinating and directing individual and team effort to the delivery of set performance indicators for the Territory Sales Managers in line with group benchmarks for such systems.

Staff Management – Effectively manage a team assigned to him/her in accordance with their defined roles and responsibilities to meet the company objectives. Be able to review staff performance, interview, recruit and develop staff in line with company policy / standards and disciplinary procedures. Hold regular meetings with TSMs.

Reporting – Preparation of timely and accurate management reports to reflect the performance of TSMs in line with company objectives and set operational benchmarks on both team and individual targets.

Distributor Management – Manage the performance of distributors and mobilize distributor capability to invest and execute adequately and according to set benchmarks.

Representation – Should ably represent his section in both departmental and interdepartmental meetings for advancement of distribution agenda within the company. He/she should be able to extend such representation to the market place.

Training – Provide on the Job training to TSMs, Sales Agents and Distributors so that capability to execute is enhanced at all times.

Delivery Chain – Effectively utilize the distribution structures and their sales channels to drive sales through various promotional activities.

Market Intelligence – Provide regular market intelligence and competitor developments to the management. Be able to adopt and adapt to changing environment and priorities in accordance with company objectives.

Key Performance Standards

• Achieve revenue targets
• Ensure route productivity
• Achieve subscriber targets
• Achieve numeric distribution targets
• Achieve EVD dealer trading targets
• Implement planned training programs
• Maintain a motivated team
• Timely and analytical reporting
• Implement visibility standards

Education: Bachelor’s Degree in Business Administration/Marketing or any related discipline.

Experience: At least 4 years in a sales & distribution environment. Minimum 5 years management position within FMCG

Personal Skills & Qualities

• Strong Interpersonal Skills
• Strong People Management Skills
• Focused on getting the desired result
• Strong advocate of change management
• Strong communicator

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