• Ensure that sales and gross profit performance targets for the salesmen are being consistently achieved.
• Develop and refine the trade coverage plan to ensure the right implementation of the organisation’s portfolio strategy.
• Work closely with the department management and WITCO’s TM&D to adapt trade programmes developed to the area’s reality/potential.
• Establish close working relationships with the trade in order to gain high levels of support and loyalty whilst enhancing understanding of the trade environment.
• Coordinate implementation of brand and trade programmes in assigned areas.
• Manage, inform and motivate the sales team to deliver distribution/sales activities that are superior to the competition in respect to both core and added value services.
• Supervise salesmen and provide feedback to them on the following KPI’s, which must be consistently improved

ü  Distribution coverage

ü  Visitation rate/Onsite rate

ü  Range selling

ü  Effective call rate/Strike rate

• Accompany salesmen on visits to provide training, guidance and development.
• Coordinate and direct all aspects of sales activities in assigned areas.
• Undertake competitive analysis to determine position of the of the brand relative to the competition and recommend action plans to capitalize on consumption.
• Consolidate data gathered by team to ensure that Ops Manager and WITCO are fully informed at all times.
• Monitor stock levels at retailers to ensure optimum quantities and rotation.
• Perform audits on assigned routes as required to obtain feedback and to ensure products are given the required attention.
• Propose goals and KPI’s for the programmes implemented and track ongoing results.
• Consciously promote Company’s brand image through good customer relationship practices.
• Provide supervision and guidance to Team members in the execution of responsibilities.
• Any other duties that may be assigned.

Reporting

Weekly

• Provide weekly reports to include supervision activities, market competitive environment, brand performance and recommendations.
• Provide a weekly plan in advance of supervision activities inclusive of new week’s goals.

Monthly

• Prepare monthly presentations outlining the team’s performance and make recommendations for improvements where necessary.