Area Sales Manager

Job Summary

Must demonstrate the ability to be versatile in their communication style, allowing them to adapt to a style that will allow them to effectively influence the customer in a consultative manner. Jointly agree with channel manager and head that strategy is implemented and regularly evolved to suit the needs of the customer base. Identify key customers within their areas and propose plan to introduce new products and increase size of business with them. Increase the distribution coverage by opening new accounts and evaluating their potential. Is responsible for the achievement of category wise budgeted volumes and value ensuring Iffco is recognized at being leaders in our industry for customer service, by effectively driving follow-up of complaints, orders and all tasks that relate to customer satisfaction. Ensuring debtor days are kept within the set KPI's. Ensuring a clear plan is communicated to collections team, so this is not a barrier to further sales. Building relationship with customers that are based on consultative approach and ensure we are seen as a strategic partner, rather than a transactional vendor. SKU retention on a monthly basis, through adding value with exceptional customer service.

Roles & Responsibilities

Customer Strategy and Business Plan • Executes the Channel / customer business plan for his/her area. • Build and maintain business relationship with customer’s decision makers . • Ensure orders are communicated to sales coordinators accurately and on time. • Working in closely with food service development team to introduce new products / new applications with customers • Guides and leads team of sales representative to open new customers • Route planning for sales representatives. • Ensuring account receivables are collected on time. Be aware of customers financial health to prevent bad debts. • Working with sales representatives to collect overdue amounts. • Working closely with sales coordinators to ensure high customer service levels. • Promptly address customer complaints • Ensuring products are sold according to price lists. Negotiation • Advisory role to channel manager for rates negotiations and terms of trade, ensuring strategies always focus on adding value not just reducing price. • Monitors Customer Performance by tracking customer contribution. Plays active ambassador role • Acts as active ambassador of IFFCO at the customer and of the customer at IFFCO

KPIs

• Customer happiness index • Additional customers • Revenue growth year on year.

Work experience requirement

1 to 3 years’ experience in similar role in the assigned geography, with Sales management experience 3 to 5 years’ experience in FMCG

Qualification

Bachelor degree in business or management related field

Competencies



Sales and Distribution Strategy Management


Negotiation Skills


Sales Planning


Business Acumen


Consumer Behavior B2B and B2C


Communicating effectively


Self and Team Management


Planning & Decision Making


Customer Centricity


Ownership & Result Orientation












Business Unit: Oil & Fats (PKBU02)








Business Group: IFFCO Pakistan (Pvt) Ltd (PK01)