Area Sales Manager - FMCG

About the role

Cambrew is looking for an Area Sales Manager to lead its regional sales effort and drive secondary sales targets by brand across distributors. The role covers sales planning, distributor management, promotion execution, merchandising and team leadership.

Key responsibilities

• Plan, develop, manage and evaluate sales activities to achieve secondary sales targets by brand, and provide leadership to a team of field sales staff.
• Execute FIT strategies, national and localized promotions, and give feedback on market information to anticipate competitor moves.
• Review business performance regularly with the sales team, distributors and customers.
• Ensure distributors meet their secondary sales targets, follow the order-planning cycle and pay on time in full, and adhere to the Distributors' Management/Development Framework.
• Grow the distribution network through DMS entry of Cambrew brands, enforce the distributor demarcation plan and monitor distributor performance against agreed targets.
• Manage the Regional Tactical Spend (RTS) in line with approved guidelines and use it to deliver optimal returns.
• Deliver the desired brand image through placement and promotions, including POSM placement and use of amenities to raise brand awareness.
• Ensure 100% strike rates for Perfect Serve (freshness) targets, keep aged-stock claims within company standards and apply FIFO stock rotation.
• Train and coach the sales team and brand promoters, and handle product and trade complaints, escalating them to HQ when needed.
• Strengthen corporate relations with customers and trade associations and audit distributors for compliance with commercial policy and legislation.

Required profile

• University degree, preferably in Business Administration.
• 3-5 years of experience in sales management in the FMCG industry.
• Entrepreneurship skills.
• Good command of written and spoken English.

Required skills

• Computer knowledge of Microsoft Office applications.