Overview

The Area Sales Manager is responsible for managing both sales agents and distributors in Addis or regions, based on the assigned area. Ensure that the right mix of products are sold where the demand is high. Develop a plan to assist Distributors move stock out of the warehouse to ensure that there is zero expiry stock in the warehouse.

Responsibilities

Accountabilities

• Manage and coordinate of sales and deliveries.

• Responsible for Sales Achievement, Reporting and market analysis.

• Liaise with Warehouse on delivery dates, product mix, daily trips.

• Manage credit. Ensure that all distributors are credit worthy and on track with payments.

• Track sales on daily and monthly.

• Follow-up on Distributors who are lagging on sales performance and payment.

• Implement Solutech and provide training on CRM.

• Collection market insights and competitor information.

• Coordinate Capability Training for the Distributors.

• Visit distributors and ensure that there is no stock expiring or close to expire.

• Train Sales Agents and Distributors on Stock Rotation and route optimization.

• Achieve given target daily/weekly/monthly KPIs: Volume, coverage, effective call, drop size.

• Drive visibility and merchandising with Distributors and Sales Agents.

• Conduct EDGE principles training. Implement 10 steps of the call.

• Report Customer feedback.

• Assist Sales Manager with all the admin required.

• Act with integrity, Act with ownership, Code of conduct and THE PEPSICO WAY.

• Manage team and deliver sales target.

• Develop relationships with Distributors, customers, and Sales Agents.

• Communicate with distributors, drivers, Warehouse team and Office Admin team.

• Coordinate and train Sales Agents on DMP KPIs.

• Manage and achieve 35 % of the business target – 3500 Ton per year.

• Distributor management and standardization, work on their profitability and sustainability.

• Manage, train and work closely with distributor Sales agent and supervisors.

• Rollout secondary sales and spend 90% time in upcountry market.

• Collaborate with upcountry DX regarding Visibility, availability and category management, drive perfect store.

• PACE rollout and proper usage.

• Drive incentive plan with distributors.

• Act with integrity, Act with ownership, Code of conduct and THE PEPSICO WAY.

Qualifications

Key Skills & Experience Required

• Degree in Marketing and have Matric Certificate plus.

• At least 3-year Sales and Marketing experience.

• Distributor management advantageous.

Differentiating Competencies Required

• Be able to manage Distributors and Sales Agent Team.

• Management Selling Skills.

• Accuracy and attention to detail.

• Interpersonal and influencing skills.

• Communication skills.

• Admin and Computer skill.

• Previous Selling experience will be advantageous.