JOB PROFILE
CHANNEL SALES MANAGER
DAR ES SALAAM, TANZANIA
STRICTLY QUALIFIED CANDIDATES WILLING TO RELOCATE MAY APPLY.
EXCELLENT REMUNERATION & BENEFITS WILL BE OFFERED TO THE SELECTED CANDIDATE.
CLOSING DATE: NOVEMBER 20TH, 2016
EMAIL TO ATTENTION OF: info.talent@rkconsulting.org
SUBJECT HEADING: “APPLICANT: CHANNEL SALES MANAGER”
COMPULSORY APPLICATION DOCUMENTS REQUIRED TO BE SUBMITTED (ALL IN WORD FORMAT; PDF OR IMAGES WILL NOT BE ACCEPTED)
1. COVER EMAIL – PROFESSIONAL INTRODUCTION AND “WHY ARE YOU THE RIGHT CANDIDATE FOR THIS ROLE?”
2. CURRICULUM VITAE INCLUDING ACADEMICS, WORK HISTORY AND ACCOMPLISHMENTS.

ABOUT THE CLIENT:
Our Client is Tanzania’s premier wine merchant and spirits specialist, serving the Tanzania on-trade, off- trade, mainstream and retail channels. Essentially a a dynamic marketing, sales and distribution organisation, it combines local expertise with international drinks trade experience for its clientele across Tanzania. A passionate group committed to delivering and enjoying sustainable, profitable growth by achieving leadership though excellence in our chosen beverage categories and markets.
The Client Group is seeking a CHANNEL SALES MANAGER executive to be based in Dar es Salaam, Tanzania.

POSITION SUMMARY | KEY MANDATES:
The Channel Sales Manager will be solely responsible to identify, build, maintain, and manage the indirect sales channels to over deliver budgeted targets, through 3 primary channels, as follows: Wholesalers, Supermarkets, & Duty Free channels. The focus area of the Channel Manager will be from Dar-es-Salaam, expanding across all regions of Tanzania, where the opportunity arises.
Successful performance and accountability will be assessed on achieving solid results in key areas:
– Maximizing property occupancy and profitability.
-Attracting and closing on buyer and investor queries.
– Achievement of Key Performance Indicators.
– Strategic planning and implementation.
– Achievement of established sales targets.
-100% client satisfaction and retention.

POSITION RESPONSIBILITIES:
BEST PRACTICE | ETHICS:
– Ensure thorough, best-practice channel sales programme is adhered to.
– Compulsory and strict compliance to quality assurance, legal, safety, corporate, statutory and country-specific governmental policies by self, staff, suppliers, contractors/sub-contractors, and service providers.

CHANNEL SALES:
– Develop SMART objectives, strategies & tactics at Channel level to over deliver budget revenue & GP from extending quality distribution, driving incremental profit for the company.
– Ensure Channel distribution targets on lead brands, sales & marketing plans are in place at all targeted accounts to over deliver category volume, revenue and profit budget. Deliver sales development strategies, distribution focus, channel or outlet activations and listings to grow share from the competition, and respond to unique needs of clients.
– Effectively develop and contribute to setting up efficient channel support budgets within set parameters together with the Country Manager, to be signed off by Head of ISM.
– Hunger & ability to set new & current business targets and use relationships to aggressively deliver.
– Channel forecasting accuracy to achieve 75% within 25% variance, feeding into Country Manager forecast.
– Maintain a monthly report on timely and full debt collection to reduce debtors.
– Weekly updates and Monthly Report to be fed into Country Manager’s monthly report against agreed KPIs. Company performance, market dynamics, competitor analysis at category/product/customer/agency level and provide accurate forecasts for all key product lines, by customer, to avoid out-of-stock scenarios
– Monitor competitor products, promotions and category / customer share to anticipate any macro/micro Market developments and communicate with the Country Manager & local team.
– Achieve monthly objectives set by the Country Manager following monthly meetings between Country Manager by keeping an accurate record of key performance indicators of each sales channel.
– Consistently update the map of the channel outlet universe. Identify outlets (local liquor stores, groceries, bars & restaurants) within the region of each wholesaler and set 3 & 6 month targets with end of year numerical & weighted distribution & volume targets by SKU.
– Create and implement new product launches within the channel and track progress against set targets.
– Supermarket targets need setting & tracking. Facings, shelf location, merchandising, pricing vs competition, promotional activity on shelf and plan for Gondolas.
– Implement and execute an outlet journey plan which would include significant daily or weekly travel to all the channels (Wholesaler, Supermarkets, Duty Free shops) locations and update the Customer Record Cards and CRM system, on a daily and weekly basis.
– Supporting key events by assisting in the team preparation and being present to help manage the event. (which can mean working outside normal working hours).
-Oversee and manage financial and budget accountabilities, as required.
-Maintain record of lost sales, analyze and work with marketing to take corrective action.
-Manage all client requirements, concerns and issues ensuring top-notch service, swift responsiveness, solutions and successful resolutions are achieved.

PEOPLE MANAGEMENT:
– Oversee and manage a team of Merchandisers and Promotion Girls, commission-based sales people, drivers/despatch/delivery staff.
– Build S&M departmental structure, profile, source and hire team of qualified staff to carry out established objectives, targets, compliances and quality control management.
– Management of staff will include planning work activities, setting targets & quotas, training & mentorship, monitoring and managing performance against expectations.
– Engage in sales staff recruitment (as established by business plan and budgets) and activities as required including new hire orientation, ongoing product and customer service training, and performance evaluations.
– Implement and monitor departmental policies, procedures and practices in line with organizational objectives.
– Conduct weekly meetings to review progress, threats and opportunities, record actionable items and implement possible solutions to overcome constraints and challenges. Forward plan and drive upcoming activities, proposals and prospects.
– Identify skill gaps and competencies, plan and implement training programmes to keep staff at the highest level of skill necessary to meet company’s standards and objectives.

INTERNAL CORPORATE RELATIONS & COMPLIANCE:
– Keep management informed of area activities, changes in competitive conditions, and significant issues for resolution.
– Promote an environment founded on the Company’s values of integrity, respect and fairness.
– Participate in community affairs and initiatives to promote corporate and environmental responsibility.
– Present a professional image in all dealings with the public including appropriate dress standards and behaviour.
– Promote a balanced team environment with a focus on continuous improvements, best practice and member focus.

ACADEMICS | QUALIFICATIONS | SKILLS | EXPERIENCE
ACADEMICS | EDUCATION
– Degree in Business Administration, Marketing, Public Relations or similar.
– Desirable: WSET or equivalent liquor professional qualification.

PROFESSIONAL EXPERIENCE
– At least 5 years of hands-on sales management experience in the FMCG sector, preferably in the liquor sales and distribution business.
– Prove ability to close sales transactions, including showing record of successful sales closings.
-Key account management, financial and FMCG retail/wholesale commercial management skills.
-Analytical ability to identify and deliver against gaps.
– Strategic planning, drive implementation & results, financial planning, motivating and empowering.
-Possess a clean driving record and valid Driver’s License
– Computer literacy in word processing, data base management and presentations.

PROFESSIONAL | PERSONAL ATTRIBUTES
– Super Power: Entrepreneurial Spirit! Compulsive solutions and results-oriented individual. Must be hands-on and out-of-box quick thinker, with an attitude to WIN! Work by example.
– Super Power: Brand savvy, consumer behaviour savvy, target market savvy and network savvy.
– Super Power: Strong presenter – influential, charismatic, genuine, and dress the part. Super Power: Outstanding networking, interpersonal, communication, people-management and relationship/rapport management skills.
– Super Power: Creative, solutions oriented, agile and well-connected.
– Super Power: Self-driven and highly motivated to over deliver results – must be results driven.
– Super Power: Ethical, well-referenced, flexible and adaptable to cultural sensitivities of the country and its people.
– Super Power: Proven ability to lead cross-functional teams and projects
– Communication: Excellent communicator, writer, presentable, professional, well-groomed, well-attired. Command of Swahili would be a definite asset.
– Cultural Engagement: Be well-versed, respectful and adaptable to the local culture.