DTT MANAGER

The DTT Manager is responsible for meeting or exceeding sales/profit targets for each specified brand while building and maintaining superior customer relations and effectively managing the DTT Sales team in the assigned area/channel.

HAND ARNOLD TRINIDAD LIMITED

JOB DESCRIPTION

JOB SUMMARY

• The DTT Manager is responsible for meeting or exceeding sales/profit targets for each specified brand while building and maintaining superior customer relations and effectively managing the DTT Sales team in the assigned area/channel. The targeted workload should ideally be split between 80% for fieldwork and 20% for office work.

INTERNAL RELATIONSHIPS

• Any employee that interacts with DTT Manager and includes but is not limited to the following: Sales Manager, Sales Representatives, Merchandisers, Brand Managers, Credit Control and Warehouse staff.

EXTERNAL RELATIONSHIPS

• Customers

PRINCIPAL DUTIES:

Sales and Profit Objectives:

To achieve overall sales/profit targets in all product lines for assigned area/brands by:

• Monitoring sales/profit  results against targets
• Analyzing data
• Taking the necessary steps to close gaps and making decisions in a timely manner
• Reporting the findings of analyses and making recommendations to Sales Manager or Division Head
• Partnering closely with Brand Managers to develop and implement trade marketing plans in keeping with brands’ strategies 

Trade Objectives:

To establish and maintain strategic partnerships with Trade by :

1. Trade Visits

Conduct trade visits throughout assigned area by using the call planner to:

• Develop weekly work plan and objectives
• Visit the trade and execute duties
• Report on trade conditions and make recommendations to Sales Manager or Division Head
• Partner closely with Brand Managers to develop and implement trade marketing plans in keeping with brands’ strategies
• Seek customer feedback on products and programs
• Provide feedback to the Sales Manager or Division Head regarding possible risks and/or opportunities in the trade

2.  Expand Customer Base:

• Main focus of the DTT manager is to expand our customer base and in so doing increase our brand distribution in this channel.

3. Credit Control

Ensure the timely collections of all accounts and make positive recommendations to handle doubtful debtors by:

• Closely monitoring customer accounts on regular basis
• Maintaining a close working relationship and communicating with our credit control department to ensure all customer accounts are up to date
• Communicating with Credit Control Manager/department as applicable to advise of any changes in staffing as and when they occur, whether permanent or temporary including vacation coverage, terminations, new hires etc.
• Checking Hold File regularly and developing plans to solve associated problem(s)

Staff Management:

Responsible for providing overall direction and leadership for all staff and all aspects of managing employees. This includes training, evaluating, making recommendations regarding performance and disciplining within the guidelines and policies of the company.

1. 1.      Train Sales Representatives on:

• Basic Call Procedure
• The importance of proper route planning to service customers as per the route plan
• Selling techniques, product attributes and different brand requirements
• The value and use of Stock and Order cards and other selling tools
• Ensuring product introduction and that proper implementation of plannograms, merchandising, promotions and pricing takes place
• The management of stock on trade as required by each brand including proper monitoring of rotations, expired and damaged goods
• Collections, ensuring that all customers’ accounts are kept current 

1. 2.      Train Merchandisers on:

• Basic Call Procedure
• The importance of proper route planning to service customers as per the route plan
• Selling techniques, product attributes and different brand requirements
• Merchandising techniques
• Ensuring product introduction and that proper implementation of plannograms, merchandising, promotions and pricing takes place
• The management of stock on trade as required by each brand including proper monitoring of rotations, expired and damaged goods

3.   Conduct performance appraisals and make recommendations as applicable to Sales Manager or Division head 

4.   Conduct regular inspections of staff’s tools & equipment to ensure that these are consistently maintained to Company standards

5.   Frequently visit the trade with staff for the purposes of having discussions, training and providing feedback

6.  Make recommendations to the Sales Manager or Division Head regarding any disciplinary action as may be necessary

7.  Perform any other duties required to carry out the objectives of this role 

QUALIFICATIONS AND EXPERIENCE

• Diploma in Sales/Marketing or a related discipline
• At least three (3) years working/managerial experience in a marketing/sales environment 
• At least one (1) year experience in the management of a Sales Team.

KNOWLEDGE & SKILLS

• Must possess excellent interpersonal skills
• Must possess sound analytical and problem solving skills
• Must possess a dynamic personality
• Must be proficient in Microsoft Office Suite.