Area Sales Manager

PURPOSE OF THE POSITION

An area sales manager typically manages sales force within his/her defined regional territory. He/ she is responsible for closely monitoring daily sales operations, drive the both sales targets and expend the distribution network also managing the sales team in the region. Analyse sales, finance and Distributor reports to gain insights into how to improve performance and maximize growth in the Market.

RESPONSIBILITY

• Set up the daily/weekly plan for sales people and give follow-up
• Review on monthly basis the operations and define, implement or follow-up on corrective actions
• Manage, daily, distributors’ detail debtor
• Share relevant information (from Marketing, Trade Marketing or any other Function) to his team
• Motivate and coach sales staff to achieve and exceed company targets
• Monitor to Improve Sales Execution KPIs
• Follow and comply with HEINEKEN Life Saving Rules
• Maintain and update regularly the details of key competitors. Analyses the data to understand the strengths and weaknesses of key competitors
• Write annual objectives that describe invoice sales value and volume and trade expenditure targets and in-outlet execution (A2QVP2) KPIs
• Plan and review sales coverage at least every two years to support coverage objectives, using a national GAME criteria with volume and market share thresholds
• Enable the creation of an aligned annual forecast of sales for each brand, by month. Estimates demand arising from seasonality and activities planned by the company. Provides timely inputs as new information becomes available. In reviewing forecast accuracy, is able to explain why actual sales vary by more than 10% of the sales estimates
• Follow the 6 Steps Outlet Execution Excellence process and works methodically to ensure that outlet specific A2QVP2 execution KPIs are executed exactly as required. Takes necessary actions to meet all cycle plan requirements. Resolves all compliance issues in consultation with the customer. Carries out all actions efficiently and managed time well
• Engage in structured negotiations with a customer, explaining value of proposition before negotiating, trading variables in order of priority. Trades concessions in return for something of value, using a range of tactics to achieve goals. If agreement is made, confirms and agrees details. If not, agrees next steps
• Coach all direct reports at least one day in each month using IFCAD process. Maintains detailed records of individuals' progress and use these to plan for upcoming coaching sessions and to identify additional development opportunities