Al Safi Danone is looking for Area Sales Manager

Role Purpose:

To lead a team of Sales Supervisors, Salesmen, Merchandising Supervisors & Merchandisers to effectively achieve the sales and profitability targets/KPI’s in accordance with company policies, procedures and systems in respective geographic area and maintain a strong relationship with customers both internal & external in an effort to ensure an accelerated growth while maximizing market opportunities

Key Accountabilities:

1) Budgeting 

• Prepare and recommend the sales branch budget by conducting analysis and preparing data related to specific elements as directed and in alignment with line manager.
• Monitor the financial performance of the sales branch against budgets so that areas of unsatisfactory performance are identified and rectified promptly and potential performance improvement opportunities are capitalized upon.

2) Sales Operations

• Manage the daily operations of sales branch section to ensure that work processes are implemented as designed and comply with established policies, processes and procedures
• Manage the preparation of timely and accurate reports to meet company and department requirements, policies and standards
• Develop an effective customers’ relationship to ensure company growth
• Review Sales routes in order to increase profitability, to include making and executing the daily journey plans for the sales force, in order to plan customer’s routes efficiently in co-operation with respective sales supervisors
• Follow up on the chillers profitability with Supervisors and ensure they are changing locations if needed
• Book competitive locations inside the stores to enable sales growth
• Generate sales leads by adding new customers or open new sales routes
• Follow up on the competition activities and provide suggestions to take necessary measures
• Ensure that all rents are positively impacting company investments
• Make sure all customers’ database are accurately updated including (All registered customers, Assigned Bar code for each customer, register all chillers per type per classification
• Cascade all sales plans and initiatives to all team members accurately and smoothly
• Ensure wastage control is exercised as per policies/procedures and is maintained within company target levels across product groups and respective locations ensuring product freshness for customers & consumers
• Execute the approved payment and credit policies and ensure credit and collection management for all sales in the Area, ensuring timely payments within company guidelines.
• Apply quality management (Van coolers, Store chillers temperature) and recall all damaged products from the shops and report it to the Sales management
• Safeguard the company’s assets like (vans, fridges, buildings, crates, HHT, cars…etc.)
• Obtain and maintain knowledge of the sales and distribution channels and of competitors’ activity throughout the area, and share and discuss with the line manager for appropriate actions.
• Execute the agreements with Key Accounts, according to instructions and maintain good business relations with the representatives of Key Accounts in the area (Both National accounts and Regional accounts)
• Ensure execution of merchandising at the point of sales, in line with the policies and instructions, in order to influence the shopper’s choice in favor of ASD products

3) People Management  

• Manage the activities and work of subordinates and evaluate their performance by providing formal and informal feedback to ensure that all work within a specific area is carried out in an efficient manner and in accordance with set individual targets
• Stimulate subordinates and manage the identification of opportunities for continuous improvement of systems, processes and practices taking into account ‘international best practice’, improvement of business processes, cost reduction and productivity improvement
• Monitor, guide and motivate subordinates in their performance, in order to realize the sales targets, to include the direct control and effective management of a van sales operation in order to achieve both sales and expenses targets.

4) Policies, Processes & Procedures

• Recommend enhancements and improvements to departmental policies
• Direct the implementation of procedures and controls covering all areas of sales branch activity so that all relevant procedural/legislative requirements are fulfilled while delivering a quality, cost-effective services
• Ensure information feed into systems accurately and in a timely manner
• Ensure and monitor quality control of sales processes and practices and use of OPTSAL in line with company standards and regulations. Training and coaching of sales employees in the effective use of OPTSAL tool

5) Safety, Quality & Environment

• Ensure compliance to all relevant safety, quality and environmental management policies, procedures and controls across the section in order to guarantee employee safety, legislative compliance and a responsible environmental attitude
• Ensure all safety aspects are strictly followed by his team with zero violation policy clearly applied.
• Maintain the safety and cleanliness of the branch and ensure adherence by all members including: (Residential compound & basic requirements, Employees uniforms, Safety shoes, Van maintenance)

Necessary Knowledge and Experience

• 6 – 8 years relevant experience in the Sales field including at least 2 years in positions of progressively increasing supervisory/managerial responsibilities

Education and Certification Requirements

• Bachelor’s degree or diploma in Business Administration