Regional Sales Manager

JOB SUMMARY

The Regional Sales Manager is an entrepreneurial individual who is accountable and responsible for the delivery of the Company’s objectives in the assigned geographic region. These objectives include the achievement of case, revenue, profit, receivables and distribution objectives.

DUTIES & RESPONSIBILITIES

• Ensures attainment of sales (cases and revenue), distribution, receivables and profitability objectives for the region, as set by the company.
• Provides field supervision of Sales Representatives within assigned territory.
• Ensures appropriate management and development of sales through:

1. Exploring opportunities to increase the breadth and depth of our portfolio presence in the assigned areas.
2. Maximizing growth in a profitable manner while increasing our portfolio’s market share within assigned sales territory.
3. Responding to customer needs and handling concerns.
4. Maintaining accurate records, analyzing account histories and call plans, processing all reports and forms as required.
5. Preparing sales forecasts.
6. Management of the receivables in the assigned area as per the Company standard with the position to eliminate any bad debts.
7. Preparing weekly reports reflecting territory activities and results.
8. Monitoring accounts receivable issues in relation to credit customers and handling delinquent customers as directed by the Sales Manager.
9. Relieves Sales Representatives as needed.

• Ensures employee development by:

1. Assisting with proper coaching training and orientation of new employees.
2. Encouraging effective communication between yourself and employees.
3. Working with sales personnel on a schedule to facilitate continuous training to enhance skills and abilities.
4. Conducts audits as well as territory and market surveys.
5. Develops and grows new business through non-traditional outlets and new customers in general.
6. Develops and maintains sound and mutually beneficial relationship with customers in assigned territory.
7. Develops and implements Customer Business Development plans (CBDP) for customers in the assigned area to ensure that marketing schedules and targets are satisfied.
8. Supervises the activities of assigned staff, monitors their performance and conducts timely performance appraisals as required by the company.
9. Conducts trade visits independently to keep abreast of issues, competitors’ activities, changes or opportunities in the market.
10. Prepares daily, weekly and monthly reports of business transactions and activities in the territory.
11. Plans and conducts monthly meetings for the territory.
12. Observes and maintain strict adherence to established health and safety policies and practices.

• Performs other related duties as assigned from time to time.

AUTHORITY

Work consists of difficult and complex tasks and requires the interpretation of technical and detailed guidelines and requires the use of considerable judgement, analysis of facts, examination of circumstances and careful thought to arrive at answers and solutions. New methods may be devised or existing standard operations may be modified to meet conditions.

Work is performed under supervision with only occasional general supervision. Work proceeds based on policies and general objectives.

The Regional Sales Manager is authorized to:

• Approve discounts as agreed for the accounts within his/her territory given guidelines from the Sales Manager as well as negotiate and approve promotional activity and spend as long as it is in keeping with pre-approved budgets and plans from the Marketing team.
• Collect receivables on the company’s behalf.
• Manage and Approve vacation leave.
• Approve returned goods forms for customers returning bad or damaged goods.

PERFORMANCE CRITERIA

Performance will be assessed by the degree of success achieved in meeting the objectives outlined above and demonstrating or executing the following, to include:

• Sales targets for the territory are met and maintained at a minimum of 95%.
• Distribution of the Company’s brands is achieved as per the target.
• Accounts receivable for assigned customers in the territory is maintained at a minimum of 95% with cash and cheques being collected within the stipulated credit period at all times.
• Marketing and promotional activities for the territory are effectively developed, coordinated and executed 100% of the times.
• Required reports are thoroughly and accurately prepared within the specified time frame and adherence to standard formats, accounting principles and practices is consistently demonstrated.
• Stipulated deadlines are consistently met.
• Effective customer service and communication skills are consistently demonstrated in dealing with customers 100%.
• Staff performance is coordinated, monitored and reviewed in keeping with the company’s established guidelines.
• Appropriate, accurate and prompt responses are given to customer queries received.
• Information provided to management as a result of market intelligence, audits, trade visits or surveys conducted facilitates sound decision making.
• All territory meetings are scheduled and conducted.
• Full compliance with company regulations (100%).

Requirements

Qualifications & Experience

Bachelor’s Degree in Marketing, Business Administration, Economics or Sales Management

Diploma/Certificate in Supervisory Management

Five (5) years’ experience in sales with at least two (2) years being at a supervisory level

Merchandising, trade development and promotions experience

Skills, Behaviours and Competencies

Sound knowledge of selling techniques, principles and practices

Sound knowledge of brand management principles and practices

Sound knowledge of customer service principles and practices

Strong negotiating skills

Experience in developing/writing marketing plans.

Cross functional people management experience

Proficiency in the use of computer software applications including Microsoft Word, Excel, Powerpoint

Strong oral and written communication skills

Excellent teamwork and interpersonal skills

Ability to analyze data, solve problems and exercise good judgement

Ability to work on own initiative and focus on details

Ability to plan, organize , coordinate activities

High level of confidentiality and integrity

Strong time management

CERTIFICATES/LICENCES/PERMITS

Own and operate a reliable motor vehicle and hold a valid driver’s license.

Benefits

• Health Insurance
• Life Insurance
• Pension
• Lunch Subsidy
• Others