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Area Sales Manager
PepsiCo
3 days ago
Full-time
On-site
Addis Ababa, Ethiopia
Overview
- The Area Sales Manager is responsible for managing Both sales agents and distributors in Addis or regions, based on the assigned area.
- Ensure that the right mix of products are sold where the demand is high.
- Develop a plan to assist Distributors move stock out of the warehouse to ensure that there is zero expiry stock in the warehouse.
Responsibilities
Accountabilities
- Manage and coordinate of sales and deliveries.
- Responsible for Sales Achievement, Reporting and market analysis.
- Liase with Warehouse on delivery dates, product mix, daily trips
- Manage credit. Ensure that all distributors are credit worthy and on track with payments.
- Track sales on daily and monthly
- Follow-up on Distributors who are lagging on sales performance and payment.
- Implement Solutech and provide training on CRM
- Collection market insights and competitor information
- Coordinate Capability Training for the Distributors
- Visit distributors and ensure that there is no stock expiring or close to expire.
- Train Sales Agents and Distributors on Stock Rotation and route optimization
- Achieve given target daily/weekly/monthly KPIs: Volume, coverage, effective call, drop size.
- Drive visibility and merchandizing with Distributors and Sales Agents
- Conduct EDGE principles training.
- Implement 10 steps of the call.
- Report Customer feedback
- Assist Sales Manager with all the admin required.
- Act with integrity, Act with ownership, Code of conduct and THE PEPSICO WAY.
- Manage team and deliver sales target.
- Develop relationships with Distributors, customers, and Sales Agents
- Communicate with distributors, drivers, Warehouse team and Office Admin team.
- Coordinate and train Sales Agents on DMP
KPIs
- Manage and achieve 35 % of the business target – 3500 Ton per year
- Distributor management and standardization, work on there profitability and sustainability
- Manage, train and work closely with distributor Sales agent and supervisors
- Rollout secondary sales and spend 90% time in upcountry market
- Collaborate with upcountry DX regarding Visibility , availability and category management, drive perfect store
- PACE rollout and proper usage
- Drive incentive plan with distributors
- Act with integrity, Act with ownership, Code of conduct and THE PEPSICO WAY.
Qualifications
Key Skills & Experience Required
- Degree in Marketing and have Matric Certificate plus.
- At least 3-year Sales and Marketing experience
- Distributor management advantageous
- Differentiating Competencies Required Differentiating Com
- Be able to manage Distributors and Sales Agent
- Team Management
- Selling Skills
- Accuracy and attention to detail
- Interpersonal and influencing skills.
- Communication skills
- Admin and Computer skill
- Previous Selling experience will be advantageous.