JOB DESCRIPTION

PREPARED BY: Human Resources Department APPROVED BY : Head – People & Business Services
Date: 2022

Job Title Sales Manager – Traditional Trade

Business – Function Distribution Business
Job Location Muscat – Oman
Grade JM2
Reporting to Business Manager/ Business Head
Staff Reporting Field Sales Manager and Sales Executives
To create aligned Business Plans and develop customer relationships to drive accelerated category growth and increase our Share of Business.
Provide Best In Class Service Levels to Customers and deliver budget, volume, value objectives. To work and manage new and existing customer
relationships. Ensure that the Sales Representative and Merchandisers reporting to you achieve the best possible results through effective control,
Job Objective
training and frequent market contact with both the sales force and customers. Accountable for the level of customer service provided by the sales
force and responsible for the training, development and field effectiveness of the Sales Personnel reporting to you. Report on market and
competitive developments to the Business Head taking a pro-active role in recommending operational improvements.
Internal External
 Business Head  Auditors
 Finance Department  Business Partners
Job Touch points
 Logistics Department  Traditional Trade customers
 HR Department
 Trade Marketing team
 Lead and Manage the Team of Pre-sellers, Van Sales and Field Sales Managers to achieve business objectives.
 Drive all Trade Negotiations, Share of shelf etc. as per brand expectations and ensure full implementation of all trading agreements.
 Have a clear focus on traditional channels to build distribution, visibility and volumes
 Monitor and Review effectiveness of all Trade Activations, Coverage, Numeric/Weighted Distribution and Trade Service Levels.
 Sales Forecast to be prepared based on Market Activity Plans and Review on a monthly basis.
 Prepare Account Specific business development plans. Allocate Trade Investments Budgets and ensure utilization as per guidelines.
 Identify Key Opportunities in assigned Channel and create customer specific action plans. Example Shelving Improvements, Location etc.
 Ensure Implementation of Sales Fundamentals as per Brand Objectives.
 Conduct quarterly Business Reviews with the top customers and develop Business Plan.
 Negotiate and finalize new product listing, price changes, promotion selling and displays in the outlets.
 Monitor Competitor activities and implement Tactical activities to counter the same.
Principal Accountabilities
 Provide Coaching for Sale Team by regular field contacts and provide written feedback for development.
 Encourage superior sales performance through monthly and quarterly incentive plans
 Train Sales Team on product knowledge, customer management, route planning, distribution improvement and collections.
 Manage Collections from all Credit & Cash Customers, Evaluate Credit limits and recommend changes of any based on customer performance
and payment history and forecast.
 Authorize Sales Representative’s orders, agreed FOC’s, damaged goods returns and customer discounts.
 Ensure the team is fully aware of their roles, responsibilities and monthly priorities
 Ensure the team is adhering to work timings, daily report submissions and professional approach to all customers.
 Manage the Annual Leave Plans for the team and ensure continuity of coverage and service to the customers.
 Complete any other assignments or responsibilities as defined by management on a daily or continuing basis.
 Sales revenue Vs. Budgets
 Trade spend Management, Finalization of Annual trade agreements
KPI
 Distribution
 Share of Shelf, Range availability, Pricing and displays
Education and Experience
 Post graduate in Sales/Marketing/Business Administration
 Minimum 6 to 10 years experience in FMCG distribution with minimum 2 years of managing and leading teams.
 Age Bracket: between 30 – 40 years
 Candidate with GCC experience preferred.
Job Specifications
 FMCG Industry knowledge and experience, Key Account Management, Leading and developing people, coverage & route planning. Good
analytical, communication & presentation skills.
Specialized Skills/ Requirements
 Excellent Sales skills, analytical skills, problem solving skills, and team player.
 Intermediate level Excel skills and adept at handling/working with large data sets.

Statements in this Role Profile are intended to reflect, in general, the key accountabilities of the position, but are not to be
interpreted as being totally inclusive.