Field Sales Supervisor at Smollan

Job Summary:

Responsible for achievement of set sales turnover in a given territory and effective management of sales staff to realize maximum product availability at all times at the least possible cost.

Key Responsibilities and Deliverables:

Achievement of Set Sales objectives

Direct all sales activities to maximize sales revenues
Ensure breakdown of Daily & Weekly agreed sales targets and communication of the same
Continuous monitoring and evaluation of the weekly sales target
Provide input into establishing which resources are needed by using the most efficient and cost effective method to achieve set sales results that meet client objectives
Continually benchmark and optimize sales achievement processes against best practice
Ensure execution of the route to market retail program
Ensure sales volume growth through demand creation
Monitor and check quality of work produced by FSR and take corrective action when necessary
Ensure feet on street of the FSR team
Provide regular feedback to Field Sales Manager

Account management alignment

Ensure distributor management through working closely with distributors and other partners to meet and exceed sales growth targets
Ensure detailed sales target control
Address and follow-up all customer queries and problems
Stay abreast of the market and competitors
Meet client / customer and company performance standards and ensure subordinates do likewise

Operational excellence

Keep up to-date Joint Business plans (JBPs) and has at least quarterly business review sessions with client to unlock growth opportunities
Work closely with the client account teams to meet sales & growth targets
Keep up to date distributor contacts
Document and manage expenditures
Ensure effective and efficient management of Smollan assets including HHT devices
Ensure compliance of set regulations between FSR and distributor
Implement and maintain sales operational excellence, policies and procedures including standard operating procedures
Develop and maintain relevant database of FSR customers
Ensure accurate information is recorded and quality checked. Take corrective action where necessary
Conduct monthly and quarterly FSR RAG performance reviews
Submit daily & weekly reports to field sales manager
Keep abreast of new developments in the industry and communicate new developments to FSR and Sales Manager
Work closely with KD customer service department to ensure timely dispatch and delivery of customer orders
Agree on deliverables, scope and timelines with field sales managers

Effective People Management

Communicate and ensure goals and objectives are in line with company objectives and that agreed goals, objectives and deadlines are achieved
Ensure FSRs achieve key sales outputs as per goals set
Manage FSRs performance, taking corrective action (in line with Code of Conduct) when staff’s conduct or performance is not in line with company and agreed standards, policies & procedures. Provide feedback to management
Allocate work to FSRs
Provide performance feedback to the FSRs
Identify training needs and communicate the same to L&D or HR
Manage and motivates sales teams through training and coaching in accordance with set company policies
Manage implementation and maintenance of the disciplinary code and grievance procedure
Conduct weekly FSR staff meetings
Continually provide feedback at all levels
Liaise with HR department regarding all problems and enquiries relating to the payment of sales staff

Effective Team & Self-Management

Ensure all information is cascaded and escalated in a timely and accurate manner.
Manage your FSR teams accordingly.
On ground trucking of FSR activities & performance
Providing timely and accurate daily records including FSR attendance
Ensure your teams are working in their respective planned Call cycle and manning principle is adhered
Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
Demonstrate consistent application of internal procedures
Demonstrate abilities to anticipate and manage change
Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs
Degree, Higher or Basic Diploma in sales & marketing or relevant field
3 Years’ or more experience in the FMCG Industry as a senior sales representative