MISSION STATEMENT

To increase sales, margin, and frequency for all the Customer portfolios s/he is responsible for throughout the year and for the region s/he is responsible for.

S/he will be the interface between the field and the Head Office.

Responsible for the Regional level of the Sales Force team in cooperation with the Head of Region/ SFM. Ensure communication/ exchange/ information/ action plan setting and propose recommendations based on Portfolio and store priorities.

Set portfolio targets based on the Top-Down and Bottom-up approach.

To ensure Competent development of his/her team through regular on-the-job coaching, support, and evaluation.

ACCOUNTABILITIES:

• Implement and follow the Customer Strategy defined by the Company.
• Involved in the customer portfolio selection in close contact with the Store Managers, Ho SF and HoR.
• Monitor the results according to the KPIs as well as to the qualitative objectives that s/he can define for her/ his team in order to make the right decisions to improve the situation.
• Responsible for reaching Quantitative (KPIs) & Qualitative objectives (follow-up appraisal). Responsible for the successes as well as the failures that her/his team may have.
• Analyze the results (weekly, monthly, and quarterly) of the Sales Force Managers in terms of turnover, profits, losses, margin, frequency, and average buying to make the right decisions to improve the situation if needed.
• Plan and organize her/his on-the-job activities in due time in order to meet all the Sales Forces Managers at least one time per month.
• Ensure transparency and respect for defined portfolio management rules.
• Communicate and inform the Store Manager or the Ho R regarding the people issues (level, training, recruitment, rotation, etc…).
• Communicate and talk to the Head of Sales Force for all business as well as people issues.
• Work in close contact with Store Managers, floor managers, and Department Managers.
• Make sure and facilitate the communication, in each store, is established between the Sales Force and the Store staff.
• Organize regular meetings with her/his Sales Force at least one time per month for Business Review.
• Develop and deliver proposals to adapt for her/his district the objectives, defined and shared with the Store Managers, SFM & Head of SF and Region.
• Responsible for the management of the SF including recruitment, training planning, and execution of the action plans agreed with Ho SF, Store Manager, and Ho R.
• Reach the global objectives of her/his region in terms of sales growth, cost, and staff competence development according to the following KPI’s:

• Increase the number of new buying customers (activation)
• Increasing the portfolios dedicated to her/his team
• Average turnover per customer for her/his district based on the portfolios
• Items per customer / Share of wallet
• Customer Visit Frequency
• Increasing some specific departments according to her/his portfolio and specialization. This objective can be optional and depends on the strategy defined by the country
• Sales Force contribution to specific TGM campaign

• Develop the skills and the competence of her/his team by coaching, mentoring, supporting, evaluating, and providing efficient feedback, training and all the appropriate actions that enable the sales team to perform.
• Manage, motivate, train, follow, and control the activity and the productivity of the Sales Managers and the SFM to optimize the results including the activity/ availability rate and Performance.
• Recruit and assess the Sales Force together with the support of Store Managers, Sales Force Managers, and HR.
• Conduct the yearly appraisal and ensure its quarterly follow-up.

RESPONSIBILITIES:

• Be responsible for focusing a group of Sales Managers and Sales Force Managers on a specific area.
• Be responsible for reaching Quantitative (KPIs) & Qualitative objectives (follow-up appraisal). Be responsible for the successes as well as the failures that her/his team may have.
• Be involved in the recruitment and the assessment of the Sales Force. Be responsible for searching for successors and people with potential.
• Be in charge of supervising and controlling the execution of the Sales Force Manager and Sales Managers action plans as well as their activity and productivity regularly.
• Be in charge of visiting Sales Managers to check the quality and how the strategy is executed by the staff.
• To coach the Sales Force Managers on the job (not only in the office for some administrative tasks or quantitative measurements) to develop additional management skills and to check the implementation of the right customer approach through the MM Mega Market selling technique (see 8 steps process) up and cross-selling and negotiation process.
• Spend time with some Sales Managers in order to be aware of the situation and define the additional support the Sales Force will need in terms of tools, training, information …
• Survey as well as deliver inputs and monitor the market to know what Competitors are doing to allow MM Mega Market to react and adapt its Strategy.
• Recommend a course of action (not simply to tell or inform) and supervise its execution and follow up based on the Region/ Store situation.
• Attend some specific meetings with the Head of Region (at least one time per month) and the Head of Sales Force (at least one time per month) for business review priorities and ensure communication between SF, store, and TGM.
• Ensure proper execution of TGM solutions, incentives, and actions by fixing the SF contribution expected in each campaign.
• Implement and develop usage of SF Marketing plan and perform tool.
• Will monitor SF Performance and all solutions/ innovations/ incentives/ challenges proposed by TGM and SF Marketing plan.
• To report to line manager and peer group specific campaign results on campaigns developed with TGM.
• To coordinate the job of the TGM Trader/Horeca (If existing) with her/his sales team.
• To follow and facilitate the job of the Trader or Horeca (if existing) TGM as well as the cooperation of the store staff.
• To collect the Customer Demands, Expectations, and Needs and then propose solutions and alternatives to them in a short-term view with the contribution of the Buyers and TGM.
• To make sure that the Sales Force uses on a right way all the tools, forms, reports, and solutions that MM Mega Market provides.

·      Candidate must have at least 8 years of sales experience in the FMCG or Food Service industry

·      Familiar with customers in GT, Horeca, or B2B.

·      At least 5 years in at managerial position.

-13th-month salary 

-Effective performance + KPI bonus

-Social, insurance full salary 

-100% probationary pay 

-Annual paid leave