Area Sales Lead

Operational Results:

• Ensure allocated sales targets for Out of Home and Resellers are in line with Agreed Yalelo (U) SMC Limited volume targets and ensure achievement of both the revenue and ASP target.

• Planning and directing Area Sales Distribution targets by week, month, and annually.

• Planning and adhering to weekly route coverage plans as submitted.

• Tracking targets by channel, reporting to the Regional Sales Manager on a weekly basis giving clear explanations for variances.

• Ensuring price compliance by all sales channels according to the recommended respective price list.

• Ensure new customer acquisitions, and listings in all sales channels are done and zero out of stocks are identified in the market and in all company shops.

• Evaluating market trends and behavior to be able to counteract any anticipated changes.

• Ensure compliance with the approved standard operating procedures.

• In charge of Strategic Customers and credit customers; Ensure there is a robust supply plan, efficiency in order delivery, and adherence to agreed terms of trade for all Strategic customers and credit customers.

• Handle all customer complaints in liaison with the Regional Sales Manager.

• Assist in the execution of specific cycle activities as defined by Yalelo (U) SMC Limited Marketing Cycle Plan.

• Ensure FIFO (First In First Out) at the shop level is adhered to and correct product handling is done by all Sales channels.

• Ensure effective management of all commercial stake holders like delivery partners, PSFU beneficiaries, cooking partners.

Leadership Results:

• Prepare a weekly meeting calendar with agenda and defined outcomes for implementation / Improvement of overall sales effort.

• In liaison with Regional Sales Manager, ensure development to achieve high performance (Trade Coverage Plan) by establishing a constructive feedback process and full implementation of the YU (SMC) LTD sales training modules.

• To provide Area leadership in the identification of opportunities and weaknesses and ensure that issues are addressed in good time through adequate planning within the Area.

Management Results:

• Ensure the effective adherence to weekly route plans linked to their respective territory, analyze, and use the information collected to improve performance and decision-making.

• Manage budgets and resources of the territory to ensure that company assets are secure and used in the most efficient and effective manner possible.

• Maintain a performance sales dashboard for agreed KPIs per shop and resource.

• Evaluate the success of All activities implemented (Trade) in the assigned territory versus set objectives within the prescribed timelines.

Relationship Results:

• Imbibe the spirit of open communication with team and top management.

• Improve company corporate image operating to the highest standards of business ethics, environmental, health and safety, using the standards operating procedures for Yalelo Uganda SMC Limited.

• Build strong relationship and contact with all Strategic customers to facilitate easier achievement of objectives.

Innovation Results:

• Constantly initiate, develop, and use initiatives to achieve outstanding performance.

• Regularly review all activities to measure effectiveness and constantly factor feedback into future planning.

• Initiate new ways to drive volume and market share growth and optimization of resources.

Key Success Factors

• The most important metrics by which successful performance will be judged are:

• Product availability/ Sales targets

• Follow up on overdue credit collections.

• Margin achievement targets

• ASP targets

• Minimum of a Diploma in business-related course, Bachelor’s degree (added advantage).

• At least 2 years of Key accounts Management experience in a FMCG or a related industry.

• High level strategic stakeholder management.

• Action and detail oriented, having a drive for success.

• Working knowledge of sales and marketing in a competitive environment.

• Excellent product knowledge with ability to provide detailed product training.

• Proven ability to increase profitability through key accounts and put in a place an effective revenue cycle management.

• 5 Advanced Generic Skills & Competences: Leadership, Decisions Making, Interpersonal Skills, Communication, Global Mindset.

• Analytical and problem-solving skills.

• Strong management and leadership skills together with excellent communication, influencing, negotiating and presentation skills.

• The ability to network and interact effectively with a broad range of associates spanning varied disciplines and responsibilities.

• Service-focused approach, vested in product and process excellence and customer satisfaction.

• Resilience and the ability to work independently and effectively under pressure.

• Flexible and adaptable with the ability to work within a changing environment and respond to different demands with a sense of urgency.

• Knowledge and understanding of all relevant national laws, regulations, and operating guidelines.

• Computer literate with a working knowledge of the range of MS Office packages and ERP software applications

Functional Knowledge & Skills

• Sales & Distribution

• Customer engagement

• Effective communication

• Managerial & Interpersonal Skills

• Motivating, coaching, and developing people

• Effective communication and monthly performance presentations

• Negotiation and influencing

• Tasked to review all customers to be put on the system as first approvals and to take responsibility of ensuring that all the system accounts are reconciled to zero by respective sales personnels on-time.

• Tasked with maintaining the existing customer database by territory and ensuring recruitment of new customers monthly.