SALES SUPERVISOR

SALES SUPERVISOR

GENERAL ACCOUNTABILITIES:

Under the authority of the Sales Manager, the Sales Supervisor is responsible for  Coaching, training and developing the sales team  Supervision and support of the sales team to ensure that monthly targets are met or exceeded Executes sales strategies to continuously expand overall distribution by products and places  Builds and maintains strong relationship with distributors, retailers and key accounts  Acts as Relief in the absence of Sales Representative.

The Sales Supervisor acts as a representative of the company and is required to provide exceptional quality service to subordinates, peers and customers at all times. 

SPECIFIC DUTIES:

1. Coaching, training and developing the sales team:

• Conducting orientation and on-boarding of new Sales Representatives to include introduction to customers and sales support team in the respective territory
• Conducting monthly sales meetings to receive and share information on market activities, best practices and addressing issues and concerns of the sales team.
• Ensuring that team members receive adequate training to achieve competence in their job functions this may be from internal or external sources.
• Carrying out periodic performance review of team members in the sales division.
• Ensuring that team members are always very familiar with products, prices and competing products/prices.
• Initiating disciplinary action if and when necessary

2. Supervision and support of the sales team to ensure that monthly targets are met or exceeded:-

• Developing and maintaining weekly sales routes to ensure the full coverage of respective routes by each Sales Rep each month.
• Providing support with difficult customers/situations
• Ensuring the timely submissions of weekly sales reports by Sales Reps.
• Ensuring that each Sales Rep is provided with all materials to carry out their roles efficiently and effectively.
• Ensuring that collections are made and accounted for, in accordance with the Company’s policy

3. Executes sales strategies to continuously expand overall distribution by products and places

• Assisting with the coordination of the marketing programme for consumer sales
• Keeping in touch with, and carrying out random audit on existing customers, to monitor inventory levels to prevent stock outs or over stocking of products.
• Taking good notice of any significant changes in the consumer market, competition and market trends with a view to capitalizing on potential opportunities to improve sales.
• Assists in setting sales forecasts and budgets for each territory/region
• Analyzing sales data and market trends to identify opportunities for growth or areas requiring improvement.
• Implementing sales and promotional plans to improve product visibility and market penetration
• Identifying and maintaining “key” accounts with the aim of growing this portfolio.

4. Assisting in the provision of advisory services to prospective and existing customers:-

• Ensuring that customers receive exceptional service from team members
• Filling in for team members if and when necessary.
• Being prepared at all times to provide information to customers and the general public.
• Providing prompt, knowledgeable and courteous service, while maximizing sales opportunities.
• Assisting in delinquency control of credit accounts of the consumer portfolio.
• Carrying out periodic customer satisfaction and customer exit surveys
• Assuming full responsibility for all customer enquires/concerns/complaints that are directed to you and resolving those matters within your discretion to the customer’s satisfaction or referring to the appropriate source.

QUALIFICATION, EXPERIENCE & SKILLS:

The incumbent must have:

• Bachelor’s Degree in Marketing, Business Administration or related field
• A minimum of Five (5) years’ experience in a supervisory position particularly in FMCG sales

• Good organization and time management
• In-depth knowledge of the wholesale and `retail trade

• Good communication and interpersonal skills.
• Be highly self-motivated.
• The work requires knowledge of credit finance policies, procedures and systems, as well as, general office procedures.
• Knowledge/experience in risk assessment

PERFORMANCE CRITERIA 

This job is satisfactorily performed when:

• A minimum of 90% of sales target is met monthly  
• 75% to 100% of credit accounts are current (1 – 30 days)
• Customer retention rate is maintained at a minimum of 85%
• A high level of team-work and motivation is evident among staff supervised

WORKING CONDITIONS:

This position can be physically demanding, as the incumbent will be required to make frequent visits in and out of town for extended periods to conduct sales activities and customer calls. 

There can be an inordinate number of varied responsibilities that require constant prioritization. Pressure situations can erupt internally or from customers’ demands, as well as inadvertent criminal activities in the general marketplace.