Sales Manager Jumbo Wholesalers Zambia

Purpose of this role:  To drive the sales strategy. To develop an annual sales and promotional strategy and action plan that will achieve sales targets. Key integration point with other functions such as Buying and Marketing

Job specifications/responsibilities will include the following:

Sales Strategy

• Understand the business vision and sales strategy in line with Jumbo strategy and targets
• Analyse demand expectations, match to capacity and ensure resources i.e. stock, infrastructure, human capital, facilities and budget are in place to achieve set targets
• Devise a focused plan to target specific customers, i.e. Somali, Pakistani and Chinese traders
• Manage appointment of correct sales resources

Sales & Marketing

• Develops an annual sales and promotions strategy and action plan that will achieve sales targets
• Ensures that all relevant role players (ROM, RME, Store Managers, Marketing, Account Managers, Sales Representative and Buyers understand the sales targets & action plans. Engaged regularly and ensures integration.
• To consolidate promotional post mortem and uses learning’s & sales information to drive future promotional plans
• Manages the Sales coordinator & Sales Reps and drives efficient route planning of sales force.
• Utilises analysis of past promotional activity by store against targets and take corrective action where required.

Financial Models:

• Sales – Appropriate customer focus & acquisition; appropriate promotional activity; appropriate range and range extension / categories; franchise
• Margin – Customer profitability; pricing and promotional activity
• Expenses – monitoring of all categories
• Engages with the Procurement team, draws up a promotional calendar and ensures synergy between national and regional procurement to maximize scale
• Drives sales and category growth by implementing, measuring and managing sales and customer service
• Maximise Merchandise and Range Composition
• To establish in accordance with store profiles the correct range and composition required stock cover
• To work closely with Analyst to determine correct action to be taken with obsolete goods and slow-moving items, consolidation into correct store to increase rate of sales.
• To critically manage range composition and apply space management principles

Budgeting

• Compile a comprehensive budget indicating various categories operating revenue and expenses
• Manage the compilation of budgets per category and at store level and consolidate to a final regional sales budget
• Implement and monitor expenditure against budget to ensure spending remains within the set parameters
• Formulate action plans to address deviations from budget

Key Relationships

• Manage and maintain good working relationships with internal and external stakeholders
• Interact and negotiate with suppliers together with buyers

People Management

• Ensure the sales team structure is resourced, motivated & empowered -leads by sound performance management and transformational leadership practices
• To engage in talent management-Recruitment, succession planning & pipeline development, performance management
• To manage Non performance through performance management process
• To manage team delivery based on performance plans
• To foster team building
• To ensure that training and development of team is achieved against set targets
• To agree with store managers the Account Managers, Sales Representatives KPA’s and KPI’s
• To have bi-weekly meetings to discuss key growth areas and initiatives

Self Management

• Demonstrate consistent application of internal policies and procedures
• Escalate identified problems to relevant business managers
• Promote harmony and teamwork
• Promote sharing of knowledge through informal and formal channels
• Apply knowledge of the organizational systems, structures, policies and procedures to achieve strategic objectives
• Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
• Maintain a positive attitude
• Respond openly to feedback
• Take ownership in driving own career development, manage own development (skills & Knowledge)
• Plan and prioritize demonstrating abilities to manage competing demands
• Communicate effectively, maintaining relationships

Requirements:

• 3-5 years Management Experience in a similar Environment
• Minimum of a Tertiary Qualification in Sales/ Business Related Field
• Excellent interpersonal skills and customer orientation
• Attention to details and work under pressure
• Computer literate in MS office, MS out look
• Analytical ability
• Valid Driver’s license
• Excellent communication skills
• Excellent ability to sell
• Excellent attention to detail & planning and organizing skills
• Excellent verbal and written communication
• Ability to Work Without Supervision