Sales Manager

ABOUT THE JOB

We are seeking an experienced and results-driven Sales Manager to drive the growth and performance of our Traditional Trade business. The incumbent will be responsible for achieving annual sales targets and delivering the Company's Annual Operating Plan (AOP) through effective sales execution and customer management.

The role involves overseeing the Traditional Trade sales operations, optimising route-to-market strategies and building strong partnerships with distributors, wholesalers and key customers to drive sustainable business growth. The incumbent will also be responsible for ensuring excellence in trade execution, identifying market opportunities and optimising resources to improve sales productivity, working capital and profitability.

The ideal candidate possesses strong commercial acumen, a customer-centric mindset and a passion for driving business performance and operational excellence within the Traditional Trade channel.

Responsibilities

• Lead and manage the sales team to achieve annual sales target and business objectives while developing team capabilities to support future business growth.
• Monitor market trends, competitor activities, and customer insights to identify opportunities and risks.
• Develop and implement route plans to optimize sales productivity and store visits
• Drive excellence in trade execution by ensuring strong brand visibility and execution standards across the market.
• Build and maintain strong business relationships with key customers, distributors and wholesalers to foster collaboration and drive business growth.
• Align the sales team and resources to deliver the Company's Annual Operating Plan (AOP).
• Deploy and reallocate resources on a short-term basis to capitalise on changing market conditions and business opportunities.
• Optimise working capital, including cash collection and accounts receivable management, while driving profitable growth and ensuring compliance with sound credit and trade practices for both the Company and its customers.
• Coach and guide the sales team to enhance execution capabilities and deliver sustainable business results.

Requirements

• Diploma or Bachelor's Degree in Business, Marketing, Sales or a related discipline.
• Minimum 5 years of relevant experience in Traditional Trade sales management, preferably in the FMCG industry.
• Good understanding of the Traditional Trade landscape, route-to-market strategies and trade execution principles.
• Experience managing distributors and wholesalers will be an added advantage.
• Proven experience in leading and developing sales teams.
• Strong sales planning, negotiation and business development capabilities.
• Good analytical and commercial acumen, with the ability to identify opportunities and drive business growth.
• Proficient in Microsoft Office applications, particularly MS Excel, MS Word, and other relevant business systems and software applications.
• Possess a valid Class 3 driving license and be willing to travel extensively to visit customers and outlets.