Off Trade Sales Manager

Off Trade Sales Manager

The Off Trade Sales Manager is responsible for maximising sales and investment and profitability through the implementation of premium portfolio, RTM nationwide management of local distributors.

Key Duties and Responsibilities

Develop and execute sales strategies

• Conduct market research to identify new opportunities and growth potential.
• Develop and implement sales strategies to capitalize on identified opportunities.
• Long and short term plans
• Commercial work stream structured for project implementation (actions, timelines, stakeholders)
• Implementation of key RTM dimensions coordinated:
• Sales force
• Distributor management
• On and Off-Trade strategy
• Pricing
• Trade Marketing plan (in collaboration with relevant stakeholders)
• Market segmentation
• Targets set in consultation
• Sales calls/ areas allocated to the team
• Leads and sales opportunities are followed up to obtain new listings and sales
• Documentation required for the opening of new accounts collated
• Plans are reviewed and adjusted depending on the market environment
• Pricing is managed as per PRM guidelines and business objective
• Contribute to the Marketing cycle plan implemented
• Calling cycles and display list updated on a weekly basis
• Sales targets and distribution coverage is achieved
• Increased sales volumes negotiated within market channel
• Market share increased in line with company strategy
• Gross margins maintained through the management of deals, discounts and product/channel mix
• Business plans with customers implemented
• Plans implemented within agreed budget parameters
• Customer queries and problems resolved

Track and measure the results of sales strategies and make adjustments as needed

• Effective sales meetings with agendas and deliverables conducted
• Plans are reviewed and adjusted depending on the market environment
• Sales rep targets are set and met
• Prescribed templates are used for calls and sales reports
• Calls and sales volumes recorded on standard daily working sheets
• Weekly and monthly sales and ad hoc promotions reports submitted on time according to agreed format
• Commercial and Merchandising provided with feedback on performance

Manage a team of sales representatives

• Set sales goals and objectives for each sales representative.
• Provide coaching and support to sales representatives.
• Track sales representative performance and identify areas for improvement.

Oversee the sales process

• Develop and implement sales processes and procedures.
• Train and coach sales representatives on the sales process.
• Monitor and track the sales process to ensure that it is being followed effectively.
• Identify and resolve any bottlenecks or challenges in the sales process.

Build and maintain relationships with key decision-makers at Casablanca businesses

• Identify key decision-makers at target businesses.
• Develop and maintain relationships with key decision-makers through regular communication, meetings, and events.
• Build trust and rapport with key decision-makers by demonstrating expertise and providing value-added services.

Track and report on sales performance.

• Collect and track sales data.
• Generate and present sales reports to management.
• Identify and analyze sales trends to identify opportunities for improvement.

Key Competencies and Experience

Qualifications:

• Bachelor's degree in business administration, marketing, or a related field.
• 5+ years of experience in sales management, preferably in the B2B environment.
• Experience developing and executing sales strategies.
• Experience managing and leading a sales team.
• Experience building and maintaining relationships with key decision-makers.
• Fluency in English & French is required.

Skills:

• Sales management
• Team leadership and coaching
• Strategic planning
• Data analysis and reporting
• Communication and negotiation
• Relationship building

Job Posting End Date:

Target Hire Date: 2025-05-01

Target End Date: