Job Purpose:

Accountable for delivery of Sales Volume and Revenue, across all product lines, in a Sales Region as per set, monthly and yearly targets, by managing and strategizing the sales plans in the region. Accountable for delivering all the Sales & Merchandising KPIs in the region across all channels and product lines. The role is accountable to all sales employees in the region and drives their development and optimization of performance. Accountable for the implementation of sales policies and safety guidelines across the regions

Key Accountabilities:

• Strategic Contribution
• Direct the implementation of the annual business plan and targets and implement the strategic agenda of the Sales & Distribution / Sales Operation to deliver Nadec’s vision and mission. Ensure that the strategy is translated into operational business plans for the Sales & Distribution / Sales Operation and monitor the performance
• Leadership
• Direct the activities of the Sales team to ensure that all work is carried out efficiently, and in line with the regional/country strategic plans, policies, and procedures. Build and lead a motivated, engaged, and competent team, by setting priorities and objectives, managing performance, and providing ongoing feedback and coaching to meet the regional/country challenges and goals. Serve as a role model to ensure employees’ awareness and commitment to NADEC’s vision, mission, values, and corporate strategy to establish a highly engaged and motivated team, and continuously improve performance.
• Budgeting
• Develop, submit, and upon approval, implement the Regional/Country Sales budget, monitoring its accurate execution, identifying cost-saving opportunities, and proposing corrective actions in case of deviations, in order to ensure compliance with pre-set targets.

Core Accountabilities

• Sales Development
• Set regional/depot sales targets, and develop sales tactics based on past data analytics reports and market trends, in order to achieve market share and sales growth. Set sales KPIs (number of customer visits, number of closed deals, productive calls, returns, plan accuracy, etc.) and monitor results identifying areas of unsatisfactory performance to capitalize on potential performance improvement opportunities and enhance the regional/Country sales activities. Oversee the analysis of regional key accounts businesses and all procurement processes for the region, in order to manage the entire sales cycle including client profiling, account planning, lead generation, and after-sales services.
• Sales Execution
• Ensure discipline in sales operations and monitor adherence to processes and systems to make sales predictable and delivering to the objectives. Monitor route plans vs achievements and discuss learnings with the team to improve route productivity and load accuracy. Monitor market equipment in the region and ensure distribution, upkeep, and tracking of all equipment in the region to ensure customer satisfaction and asset safety. Collaborate with Supply chain and other functions to ensure full support and smooth operations of sales activities in the region while achieving all the KPIs. Device and implement sales execution improvement strategies and tactics to help the team achieve it sales goals. Ensure Sales Incentive schemes are relevant to the team and work with the sales HO team to ensure they remain relevant. Work with the Regional Merchandising team and Key Accounts team to ensure high-quality execution and customer satisfaction.
• Policies, Systems, Processes & Procedures
• Manage the implementation of the sales Operations policies, systems, processes, and procedures, identifying potential areas for improvement, to ensure efficient and effective operation. Ensure compliance with corporate requirements on adherence to policies, procedures, and instructions related to all relevant regulatory directives to ensure a safe and risk-free environment.
• Change Management
• Motivate the employees and contribute to the identification of opportunities for continuous improvement of systems, processes, and practices considering best practices. Ensure that all regional reports and statements are completed timely and comply with local and international principles of governance and the organization’s policies and standards.

Job Context:

Director - Regional Sales will be working in the assigned areas and might have to travel as and when needed.

Qualifications, Experience, & Skills:

• Education and Certifications
• Graduate in Business or Sales related qualifications
• Postgraduate in Business Management preferred
• Certifications in Sales related topics are an added advantage

• Experience

• 8-13 years experience in FMCG or Product sales. Preferably in the food industry

• Minimum 4 years of experience in leading medium to large sales teams is a must
• Knowledge of P&L, Sales KPIs, Conceptual clarity in sales topics are essential
• Experience in the Country to be hired is an added advantage