Sales Manager
Riyadh, SA
Short Description (Role Purpose)
To achieve the annual set budget in terms of revenue, collections, and reduction in D&Es, and manage the dedicated CPAL team while keeping in close contacts with CPAL’s management. The main role is about growing the CPAL business, creating strong relationship with all Key Accounts, while maintaining a good relationship with CPAL’s head office.
Job Accountabilities & Activities
-Present monthly Sales Operational Plans and key priorities to CM’s & management team
-Work with CM’s to ensure cycle priorities / objectives for the various Regions & channels are met.
-Review performance monthly to ensure alignment with IMS / Distribution and Display, in line with Key Performance objectives in Sales Cycle meetings.
-Analyze and present opportunities based on performance & Retail.
-Audit updates to RSM’s in cycle meetings and implement prompt Corrective actions.
-Ensure, through CM’s, that the regional sales teams are up to date on Product knowledge, features & benefits, selling stories etc.
-Hold Monthly Sales Cycle review/planning meetings with CM’s in Coordination with GTC management.
-Establish excellent relations with key account customer management Team through direct contacts & regular trade visits within the regions.
Profitability
-Implement pricing as per agreed Pricing Strategies.
-Ensure trade receivable targets are met.
-Minimize impact of Damage & Expiry on P&L through ensuring Regions apply/follow D&E policy.
-Achieves overhead budget by controlling operating costs and Overheads within his area of responsibility.
-Take a leading role in the annual budgeting process.
-Be responsible for the review and sign off of accurate monthly Forecasts as prepared by the CM’s.
-Ensures that sales routes (RKAM’s / RKAE’s / Merchandisers) are planned and managed in a way that achieves the optimum distribution of company Products and the most efficient use of resources.
Staff Management and Development
-Sustain positive team spirit by treating team members fairly and dealing with problem situations firmly and decisively.
-Actively ensure that CM’s/regional sales teams possess acceptable.
-Levels of knowledge and skills to achieve planned sales objectives for the brands.
-Lead and direct sales teams through leadership by example & direct Involvement.
-Create and encourage the involvement of direct reports in decisions /actions of the department.
-Co-ordinate on KSA-basis, people resources and ensure that capability Development programs are implemented as per Plan.
-Ensure that employee annual leave entitlements are taken in a planned/managed way, consistent with maintaining adequate resources in the field to deliver on sales/collection targets.
-Motivates and encourages his staff by monitoring and appraising them on regular basis
Education & Certifications
BA Business
Required Years of Experience
Minimum 10 years Sales & trade marketing management experience