JOB DESCRIPTION
SUMMARY
Ensure BIC products are sold to customers within the allocated region.
Achieve monthly sales volume and value targets across all three categories (Stationery, Lighters, and Shavers)
Ensure effective implementation and execution of the sales and marketing activations.
Effectively manage third party Sales Team, ensuring that both quantitative and qualitative targets are met.
Effectively manage Distributor Sales Reps, ensuring that the agreed sales targets, coverage, and Strike rate is achieved.
Effective implementation of all negotiated promotions during Mini/Major Back to School and Shaver/Lighter promotional periods
Compiling and submission of required sales operations and market intelligence reports
Maintain and build solid trade relations with key customers.
Identify new customers and sales opportunities within the defined Area.
Identify opportunities to increase numeric and weighted distribution of both existing and new products to Area customer base.
Understand customer needs and product trends while tracking competitor activity
Motivate and coach BIC and Distributor sales force to build their capability and capacity
Initiate and conduct weekly/Monthly Business and performance reviews with the Distributor and the sales teams.
Ensure weekly sellout data and stock position is submitted every week to the Sales Analyst
Ensure that BIC products are constantly available and visible in all routes within the allocate region – No RED ZONES(GAPS)
KEY PERFORMANCE INDICATORS (KPIs)
Hold weekly Distributor Sales performance review meetings with clear action points with timelines, with minutes sent to the distributor with a copy to the NSM.
Achieve 80% of the distributor STRIKE RATE target.
Manage the BSRs and ensure that they achieve set targets
Achieve 80% of the OSA target for all merchandised outlets.
EDUCATION & EXPRIENCE BACKGROUND
Bachelor's degree required (merchandising, sales, marketing or related field)
10+ years' experience in the FMCG industry preferred
Data analysis - ability to assess data sets and identify patterns and opportunities for improvement
Strong presentation skills – ability to present findings, along with forecasts and projections, to executives and management personnel
Communication skills - excellent written and verbal communication to work with departments and personnel across teams and business lines
Team coordination – ability to coordinate team activities and have strong leadership skills
High level of organization and detail-orientation
Ability to complete complex and high-pressure tasks
Ability to maintain the confidentiality of sensitive information
Ability to read, analyze and generate reports, market analyses
General understanding of relevant legislation governing the use of data within the scope of operation