Bradfield Consulting- Our client is a leading marketing and
Distribution Company is looking to hire result-oriented and self-motivated
staff members who will be working as: Territory Sales Managers across Nigeria.
The Territory Sales Managers will be responsible for
ensuring achievement of the target in the assigned territory at minimal cost
and service distributor’s’ order adequately.
Responsibilities:
• The incumbent is directly in charge of covering the
assigned territory, servicing appointed Distributors (direct customers) be it
Sales Partner. Category A, B and C and retail outlets (indirect customers) by
selling our suppliers products from the sales van.
• Must continuously represent the organization in the market
place by visiting, taking order, servicing such order and collecting marked
feedback for the management decision in the territory.
• For effective coverage of all customers for both direct
and indirect customers, the incumbent must have a well – designed itinerary
plan prepared monthly but split into weeks and days of the week as greed and
approved by Area Sales Manager.
• Expected to complete the visitors’ book in Distributors’
outlet call cards in retail outlets and also expected to breakdown this target
to all territory distributors.
• The incumbent must ensure that daily itinerary is followed
i.e. visiting customers both direct and indirect customers. However, where
special assignment, promotional activities, or important repeat calls would
make him not to follow itinerary for days or within the week, the consent of
the Area Sales Manager will be required.
• The job holder follows a standard pattern of operation in
the Area. Collects order from Distributors in line with available stock in the
warehouse. Keeps constant touch with the storekeeper and his Area Sales Manager
to ascertain quality and stock available before collection of orders. Ensures orders
are collected and Bank Teller follows the confirmed orders. Such orders are
processes in the Area Accounts Office through the Area Accountant who raised
invoices to be approved by the Area Sales Manager before the target assigned to
them by him. He ensures prompt delivery. The demand of products not available
are made known to the Area Sales Manager for onward relay to the Headquarter by
phone and by competing of Stock Requisition Note duly approved by area Sales
Manager and dispatched to Logistic Distribution Manager / Sales Operation
Manager.
• Passes information of the trade as to any new development
in the sales activities, trade promotion, and advertisement on media, price
adjustment, change in packaging, merchandising activities, use of suppliers’ document,
stationeries and documentation, record/stock keeping and coach customers on
selling skills. The TSM also monitors and ensures credit policy as it affect
customers limit are strictly adhere to. He also supervises assigned customers
and work with his salesmen on the field to ensure their operations are in line
with our standard.
• The job holder prepares weekly and monthly reports. The
weekly report indicate the sales performance against target on weekly and
cumulative basis for the month while the monthly report is written to give
account of all sales activities in the month which include sales performance,
comparative sales analysis, reason for variance, quality/product complaints,
competitors’ activities, promotional activities and others.
• The job holder is encouraged to recommend potential
customer for distributorship appointment. The Sales Rep completes the
Assessment Form after receiving application for distributorship from the
prospect and passes to Sales Operation Manager through the Area Sales Manager
who approves his recommendation after being successful. The TSM will continue
to nurture the new customer to meet the required standard. The job holder is to
recommend non-performing customer to his ASM for review of status in line with
the company’s policy. He should pass all information from the management to his
customer promptly.
• The incumbent attends monthly meeting chaired by the Area
Sales Manager with other TSMs where the previous month performances are
reviewed. The meeting would also enable the sales team to exchange experience
and information that would assist them in the new month.
• The job holder has the responsibilities of carrying out
all promotion activities in line with approved brief from the Marketing
Department as it affects his territory. This activity is supervised by the Area
Sales Manager.
• In the course of the operation, the TSM incurs expensed on
daily basis. Expenses are collated end of every week to be approved for payment
by the Area Sales Manager, such expenses include; fuel claims, hotel/out of
station allowances, stationeries and vehicle running expenses. However, the sum
total of the monthly expenses are compared to expected budget expenditure by
the job holder and further compared with the volume sale. The cost per carton
sold is revealed in the Area Sales Manager’s monthly report. The TSM is also
expected to keep file records with reference numbers for all his documents
which can be inspected by any superior without notice.
• The incumbent ensures proper use of company asset in his
care which is the major tool (sales van) used for operation by regular
servicing, making sure it is road worthy and keeping of maintenance record.
• The job holder is to establish good rapport and excellent
working relationship with customers, members of staff in the Area especially
ASM’s secretary, colleagues, Area Accountant and Storekeeper.
• The TSM should posses’ good communication skill, agility,
dedication to work, understanding the futures and benefits of each product,
good driving, skills and vast knowledge of his territory, ability to recognize
opportunities, patience and perseverance
Qualification and
Skill Requirement:
Minimum of HND, B.Sc. in Sales/Marketing or any related
discipline. A Master’s in Marketing/Business Administration will be an added
advantage.
1. ALL candidates must be able to drive (small pickups) and
will be tested.
2. Delivery mentality.
3. Core FMCG sales experience is highly prized especially if
it involves hardcore sales to distributors & retailers in the open markets.
Principal Accountabilities
• Obtain and execute orders which meet or exceed 100% of the
sales target across brand.
• Arrange customers’ visit to ensure maximum coverage of the
territory.
• Report timely trade feedback to the management recording
demand and product complaint.
• Monitor and prepare competitors activities within the
assigned territory.
• Keep abreast of any technical changes to company products,
system and policy to able to offer up-to-date advice all customers.
• Compile and make available the weekly/monthly respect
including sales figures as it affects his territory.
Reporting line: The incumbent is based at the Area Office
and reports to the Area Sales Manager along with other TSM and RDE Team Leader.
Method of Application
Interested persons should click here to apply
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