Lead, Traditional Trade Manager Job in Kenya

Role Profile: Lead, Traditional Trade Manager 
 

The Position: Reporting to the Country Manager, the Lead, Traditional Trade Manager is responsible for developing and driving the delivery of the strategy for the international FMCG organization.  
 

Key Responsibilities

• Achieve NS and profit targets per budget for Traditional Trade.
• Lead traditional Sales associates and distributor sales organisation to achieve IMS targets as per country plan
• Control and Manage trade spending for Traditional trade.
• New product listing and achieve their sales target.
• Implement price strategy defined by the organization.
• Generate reports required by organization: sales, stock level, sell through, etc. through the Distributor.
• Support execution of CTL initiatives driven by Sales Operations and marketing.
• Implement promotional activities and trade programs in Traditional Trade and emerging chains.
• Prepare and Present Monthly reviews to Senior Management with Distributor
• Identify and Action Distribution Opportunities
• Develop solid business relationships with Distributor and support personnel
• Track and monitor Merchandising Company performance in emerging chains. Attend regular review meetings.
• Attend monthly Demand Meetings in order to ensure accurate volumes (by account), are incorporated into the S&OP/Demand Forecasting process
• Develop, negotiate and implement  effective promotions in emerging chains and conduct Post Implementation reviews for them
• Monitor and Track implementation of promotional activity.  Follow up noncompliance (where relevant) with relevant accounts
• Grow and increase Retail Numeric distribution countrywide as per budget and provide feedback for yearly price increase.

Processes

• Manage Trade spend as per approved budget
• Executes and monitors promotions (do pre and post ROI analysis, in collaboration with Local CM and Sales operations)
• Ensures timely and excellent execution of agreed FOCO plans
• Participate in  local S&OP process, and own the Traditional Trade country demand management process

Support Services

• Leads local tracking of distribution performance, competitive activities, trade sales and inventory
• Leads tracking of Merchandising performance in emerging chains

Distributor Management

• Serve as Key contact person between the organization and Distributor on day to day sales activities
• Ensure Distributor achieves targets for IMS, stock levels and numeric distribution as per set targets
• Collection of receivables from Distributor

Line Management

• Effective management of the company Traditional Trade  personnel in the achievement of set Business Objectives
• Guidance and coaching of  department personnel in order to achieve set objectives and identify and resolves any issues that may arise (with the assistance of the Country Manager, if necessary)
• Ensure normal day to day traditional trade activities are actioned on time: Price Increases, Cycle Deals, Coop Evaluations, Pas, Promotional Activity, Reviews etc.)
• Regular feedback/update sessions with Department members.
• Identify any skills/knowledge training that may be required in order to deliver on objectives

Position Requirements / Qualifications

• Post Graduate qualifications in a related field is preferable
• At least  5-7 years in Sales Management  FMCG and a Field Sales/Sales Management role
• Knowledge of the categories, pertinent key customers, and key competitive set

Application procedure:

Applicants should email their cover letter and CV with names of three referees who can provide confidential assessment of their capabilities. 

Indicate on your CV your current and expected salary.

All communication relating to application for these positions should be addressed to: 

therecexpert@gmail.com 

On the subject matter of the email, ensure you indicate the position you are applying for.

Applications should be received by 25th November 2014.

Please note only shortlisted candidates will be contacted.