Regional Sales Manager at Proto Energy
Job role
Manage customer / distributor portfolio to deliver results; financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of execution plans.
Conduct and report on weekly sales reviews with the area managers and address areas of concern or improvement to achieve targets.
Provide weekly and monthly summary of sales achievements and areas of action to increase sales by distributors and area teams
Provide input in developing LPG business plans and strategies in Kenya, aligned with the business plan, strategy and direction, to grow business / market share and implement the same in the assigned region.
Monitor and report on the effectiveness of the Route-to-Market structure and propose improvements necessary to increase market coverage and product penetration.
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Stock management: Monitor stocks with distributors specifically to minimize loss and increase cylinder turnaround and control cylinder revalidation costs.
Provide accurate sales forecasts for production and logistics planning.
Active market assessment and reporting on market development, competitor activities, market shares, pricing and product penetration.
Implement appropriate LPG marketing propositions & promotions, with support from Marketing department.
Conduct and support training (product training, commercial and technical training) for appointed distributors, their staff, retailers and customers.
Assist in conducting regular distributor / retailer audits for compliance with safety and regulatory requirements in LPG and cylinder handling.
Assist in the planning and execution of distributor and customer events in collaboration with the marketing team area managers and territory sales representatives.
Monitor distributors performance, effectiveness and market converge and implement mitigating measures to ensure targets achievement.
Appraise regional team performance, provide sales leadership, training and coaching and identify performance gaps as may arise within the team.
Sales target management including Area Manager and Territory Rep recruitment.
Work closely with logistics and operations team to ensure timely delivery of products to the distributors.
Monitor regional team adherence to standards and take reinforcement measures to ensure compliance to commercial and other company standards and policies.
Train customers retailers, distributors and other stakeholders on product knowledge and HSE.
Participate in lobby efforts with Govt. and other stakeholders to enhance LPG Regulatory framework.
Identify and develop new distribution partnerships targeting wholesalers, retailers.
Partner with distributors to develop business plans with stretching objectives and targets to maximize business opportunities in the market.
Must have skills
Experience in RTM development, selling & negotiation, marketing strategy, customer relationship management.
Team leadership and accountability management
Business knowledge, budgeting and sales planning
Distributor / Channel Management.
Selling and Negotiation
Customer Relationship Management
Market Awareness
Qualifications
Bachelor’s degree preferably in Sales or Marketing
Experience level
At least 5 years’ work experience in Sales & Marketing field achieving stretched targets, preferably in FMCG channel/distributor management.
