Sales / Distribution Manager (D.T.S. Accounts)

To develop and work with/ through the sales team to ensure the effective management of the D.T.S. accounts from a route structure developed by yourself ( approved by Management ) in order to achieve the required sales objectives, targets and customer service levels.

After six years Gingerbread Investments Limited (Mr. Toppers) who began with just one 24 oz popcorn machine and a Dream now has its own Manufacturing facility, Distribution Fleet of Vehicles and to date we have over twenty different products and growing.  

We are the youngest snack company in the Caribbean and our products are sold in Trinidad and Tobago, Grenada, Antigua, Barbados, St. Vincent and Jamaica.

If you would like to be a part of this dynamic and growing organization, we are presently looking for suitable candidates for the position of a SALES/DISTRIBUTION MANAGER for D.T.S ACCOUNTS.

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Sales / Distribution Manager for D.T.S.  Accounts

MANDATE

To develop and work with/ through the sales team to ensure the effective management of the D.T.S. accounts from a route structure developed by yourself ( approved by Management ) in order to achieve the required sales objectives, targets and customer service levels.

KEY FUNCTIONS 

• Develop and determine monthly sales targets and area quotas consistent with the planned sales and marketing objectives.
• Contribute towards the development and implementation of sales strategies and plans; monitoring area performance to ensure that the desired levels are achieved.
• Direct the utilization of human, financial and physical resources (within his/her scope of responsibility) in optimizing performance.
• Manage and evaluate the effectiveness of D.T.S. Vans  in order to achieve optimal sales and service levels (including coaching, training, mentorship, motivation, reward/disciplinary action).
• Develop 3-month rolling sales forecasts for the local market in line with sales/marketing plans and innovation schedules and actively contribute towards the development of the daily/weekly production plan. 
• Consistently achieve Sales Targets (Quotas) and other Sales KPI’s (e.g. Freshness, AR, Service Levels).
• Build superior customer relationships.
• Achieve maximum trade penetration at the account/ route/ area levels.

KEY DUTIES 

• Translate monthly quotas into daily sales targets for each Van and provide assistance in the delivery of these targets.
• Review and recommend the optimum vanload for each route and ensure that vans are loaded accordingly.
• Provide technical advice, guidance and on-the-job training for sales Team (and porters) in the planning and execution of sales, merchandising of products and the preparation of cash/credit/ receipt documents in accordance with the approved procedures.
• Develop and motivate subordinate personnel so as to create and maintain effective levels of productivity.
• Monitor the performance of Sales by reviewing Daily Sales Reports (actual vs quota; product sales by route), “Shorts and Overs” Reports, Damages Reports and weekly Accounts Receivable Aging Reports.
• Plan, schedule and conduct customer visits to ensure the effectiveness of services rendered by sales distributors and to identify, investigate and initiate corrective action on issues adversely impacting sales performance (including progressive disciplinary actions when necessary).
• Investigate and respond to market or customer demands, complaints or problems by providing mutually effective solutions thereby maintaining the desired level of client satisfaction.
• Ensure the maintenance of established codes of discipline and conduct by subordinate personnel.
• Periodically review the daily recaps of salesmen to ensure that they are properly prepared and accurately balanced. Monitor uncollected bills, follow up on overdue amounts and identify and investigate irregularities, taking corrective action where necessary.
• Provide feedback into the Sales Management unit about occurrences and trends in the trade, information regarding the competition etc..
• Manage the supply chain under his/her direct control to ensure product freshness in line with the agreed KPI’s
• Work closely w Dispatch supervisor and assign relief drivers and/or loaders (as necessary) to ensure that all trucks meet the required schedule.
• Prepare and submit operational reports in accordance with established schedules in a timely manner.
• Continuously prospect for new customers, channels and opportunities for increased sales.
• Perform other related duties as required by the job function.

 KEY AUTHORITIES 

• Authorized to develop daily.
• Authorized to monitor the utilization of assigned human and physical resources in achieving sales and service targets.
• Authorized to appraise sales personnel and report on D.T.S. sales and service levels.

 KEY REPORTS

 Weekly plan reports (including but not limited to):- 

• MTD Performance by route
• No. of outlets visited
• Plans for the upcoming week

 PERFORMANCE PARAMETERS 

• Extent to which sales quotas are achieved.
• Freshness management (as well as damages control).
• Account Receivable management.
• Effectiveness of area, route and outlet management
• Quality of trade relationships and ability to influence and negotiate with key members of the trade in order to achieve the desired outcome at the outlet.

UNSUITABLE APPLICATIONS WILL NOT BE ACKNOWLEDGED