Company Profile

This challenging position exists with a well known company in a packaging industry, having an international client base, to achieve significant market penetration and increased market share through complex direct sales and the management of distributors and/or resellers in the region.

Job Description

The applicant should have a degree, preferably in a technical discipline with an engineering background. Minimum of 10 years experience in a FMCG or similar industry in channel or distributor management or B2B sales is a must. Excellent communication, interpersonal, analytical and negotiation skills are highly desirable with the ability to communicate across all levels and with different nationalities.

Exposure to regional market is a prerequisite for the role.

 Key Responsibilities:

• Expand customer base, identify and enter the new markets, examine profitability of each customer and improve the return on this investment.

• Set and agree targets and objectives in line with the company’s sales & marketing plan, monitor performance and provide the necessary support to enable staff to meet their objectives and develop to their full potential.

• Produce monthly report on past performance against budget and future plans for development, report back on competition and any complaints from customers.

• Manage the day-to-day sales at assigned key accounts & build relationships with customers and potential business associates to promote brand equity and products.

• Coach and mentor channel partners and sales team through regular sales meetings, discussing opportunities and support required to ensure that each opportunity is properly resourced and managed.

• Monitor performance against budget in terms of revenue generation and expenditure, taking the necessary action whenever needed.

• Manage and approve (if required) all pricing for sales in the territory, co-ordinate between Channel Partners and Customer Services Teams to ensure that the customers’ needs are understood and satisfied.

• Forecast demand in terms of product and volume on a monthly basis to ensure that there are adequate levels of stock.