Job Role:
• To lead KP business and sales operations in assigned territories & channels.
• To ensure sustainable profitable growth in KP business through professional management of a well-trained highly motivated and productive sales team
• To build and maintain relationship with principals and all key customers to align and execute brand strategy.
Key Responsibilities:
a) Strategic:
• Lead and maintain the relationship with principals for sales, marketing and operations related tasks.
• Develop KP to sustainable profitable growing business in line with alyasra and principals’ strategy.
• Work with KP sales and marketing team to formulate annual operating plan in line with alyasra’s business strategy.
• Create and execute strategic and tactical plans to achieve the sales budgets.
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Develop relevant business & operations policies and procedures for KP division.
b) Operational:
• Provide quarterly sales forecast to planning department to set monthly sales targets for the division.
• Review the sales team’s objectives periodically and help them by orienting, training, scheduling, coaching, and counseling. Work with each team member to set sales objectives for the month and develop action plan to achieve them.
• Set up meeting forums (daily, weekly and monthly) to review sales progress vs targets and provide the required support to sales team to achieve the targets.
• Create sales opportunities by identifying consumer requirements; defining market segments, competitor's share, its strengths and weaknesses.
• Ensure implementation of sales fundamentals across all channels in line with brand strategy
• Work actively with the marketing team to develop annual marketing calendar for all channels and key customers.
• Review the salesmen collections & customers’ payment performance regularly and put in place controls to reduce financial risk.
• Create sales pricing & services pack for each customer based on its profitability and cost to serve.
• Manage the trade marketing budgets and achieve the sales & marketing objectives (visibility, shelf share, promo mix, innovations etc) set in annual operating plan.
• Manage P&L and achieve efficiency KPIs by developing performance dashboards and setting clear objectives for the team.
• Develop & regularly review the work processes in the KP operations to ensure sustainability and efficiency.
•Ensure high standard of service to all clients via periodic customer satisfaction surveys & regular market visits.
C) People related
• Give clear KPIs & performance measurement criteria to sales team which to be used later to be used for evaluation, performance & compensation review and career progression.
• Drive the engagement and satisfaction of all employees within the department by holding periodic meetings to discuss the achievements and address any employee issues and/or concerns.
• Work with HR to create a training & development program for sales team based on the needs identified during appraisals.
• Create the platforms to meet and share the challenges faced by KP team with other functions such as Finance, operations, HR etc.
• Identify the projects for innovation and development in the KP business/operations and ensure these projects are used to evaluate the sales team in annual appraisals.
• Ensure the enforcement of the policies and procedures all the time; manage deviation and take necessary corrective actions
•Assist management in any other tasks as required by business.
Job Details
| Date Posted: | 2014-01-26 |
| Job Location: | Al Kuwait, Kuwait |
| Job Role: | Sales |
| Company Industry: | FMCG |
Preferred Candidate
| Career Level: | Management |
| Gender: | Male |
| Degree: | Master's degree |
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