Sales Supervisor

To deliver the company’s growth objectives by optimizing Sales & distribution of all ALMARAI products – Dairy, Bakery, Juice, Food & Poultry, products in his designated area by strictly  adhering to company operational policies & procedures and maintaining highest sales & merchandising standards through strong leadership of a team of salesmen whilst developing customer partnerships for either his Dairy, Bakery, Foods or Poultry customers.

AREAS OF RESPONSIBILITY 

• Achieve budgeted sales volume targets of dairy, bakery, juice, food & Poultry products in assigned area to deliver the company’s growth objective.
• Achieve product distribution for all Trade Channels as per the outlet portfolio to optimize sales and increase market share.
• Maintain wastage under budgeted level to optimize margins.
• Ensure all TC/ credit customers & Collections are in line with company policy to avoid any financial loss to company Set monthly volume targets by outlet for the salesman to achieve.
• Retain/ negotiate and grow additional shelf space as per the Channel Head guidelines and investment plans.
• Ensure product hygiene & freshness in all trade channels to achieve optimum customer satisfaction & product quality.
• Ensure all staff members are equipped with the required skills & knowledge to optimize team productivity & performance with high level of motivational support .
• Securing of Assets ( Fridge cabinets , Stands, HHT , Printers ) and return crates , baskets , from market to ensure company have no financial & business loss .
• Conduct effective & regular meetings to review performance & provide feedback.
• Act as a deputy manager during the absence of line manager and carryout all the depot operational activities.
• Coach and train salesmen to deliver their sales targets – assess gaps and close off any gaps preventing salesman from delivering the outlet sales targets.
•  Collate market intelligence by outlet and area covering assets, NPDs and distribution drives.
• Develop customer relationships which ensures each customer views Almarai as an essential part of their business success.ACTIVITIES

1. Deliver monthly sales volume targets by outlet.
2. Ensure new products and promotions are listed with his/her customers and prices are updated, and this information is shared with the Central Ordering for making correct orders
3. Ensure all the Trade Marketing Alerts are activated in the outlet, communicated to salesman and guide the team to properly execute such sales initiatives.
4. Conducting effective session endorsement with Salesman/ Assistant & review performance on a daily basis and Session Endorsement Notes to be filed .
5. To review POQs as per the market demand & to correct errors in CDCs to get the right market demand with Salesmen.
6. Performing “morning duty” to ensure all sales vans go to the market on time and to provide support for any issues faced by Salesmen at the time of leaving depot
7. Reviewing the volume targets for Salesmen on a regular basis to ensure the sales/ growth objective is achieved
8. Planning /following journey cycle as approved by Line Manager.
9. Conducting route audit & customer satisfaction surveys
10. Reporting product complaints by having a vigilant check during market coverage
11. Placing coolers in first in flow / best in flow locations & review performance and maintain accurate asset records & agreements by securing right locations as a per the market share.
12. Giving job requests to Refrigeration and Fleet Workshop Supervisor for all coolers repair/ service issues & follow up
13. Executing the Channel Head / BU promotions as per the plan as per the agreed timelines.
14. Monitoring Merchandiser’s activities to ensure high standards on market hygiene and implementation of planogram
15. Train, Guide, Support and Work with Salesman in building, maintaining and growing Customer Relationship in outlet
16. Conduct customer satisfaction survey quarterly on handheld device and share the outcomes with an action plan for gaps identified as per the customer feedback.
17. Guide, Support and Work with Salesman in resolving issues with Customer, if any.
18. Work with Customer on resolving issues brought up by Salesman
19. Implement plans from Channel Heads for each category in agreed timelines.
20. Review outlet Performance with Customer and Salesman.
21. Communicate target achievement weekly and progress by outlet with Salesman, guide, work with him and support to identify incremental sales opportunities and execution of identified actions for sales acceleration.
22. Consult and work together with Salesman in making outlet action plans from identified options reviewing performance of the outlet, and diagnosis (Service Gaps / Executional Gaps / Talent Gaps / Tools / Resource Gaps
23. Train, Guide, Support and Work with Salesman in negotiations with customer and aligning with customer on Outlet Actions Plans / Tactical / Strategic Activities
24. Update Salesman and Team on Weekly Trade Marketing Alerts and expected standards of execution
25. Train, Guide, Support and Work with Salesman in making and reviewing outlet map
26. Train, Guide, Support and Work with Salesman in identifying Hot Spots in the outlet and making Wishlist of Tactical and Strategic Activities
27. Providing timely feedback & market reports to management and proactively act on it .
28. Negotiating/ renewing LTA & temporary display contracts with customers
29. Ensuring all staff comply with company hygiene /quality policy & safety guidelines.
30. Collecting outstanding credit/ TC wherever necessary
31. Accompanying depot accountant for TC audit
32. Completing SARAS assignments as per Operation guidelines.
33. Maintaining a vigilant check on staff activities to avoid any cases of fraud or misconduct
34. Ensuring all staff comply with company hygiene/ quality policy & safety guidelines
35. Ensuring time sheets are sent for all staff on time for correct payment of salary
36. Planning & execution of staff holiday/Day-off  on time as per personnel policy
37. Conducting TNA & training as per annual calendar & field assessment findings
38. Continually looking for new customers /businesses & check competitor activities

ACADEMIC/PROFESSIONAL QUALIFICATION

ESSENTIAL

• Graduate/ bachelor’s degree in business administration or in Sales & Marketing  

DESIRABLE

• Master’s Degree in sales/marketing or Business Administration

NON-ACADEMIC QUALIFICATION

1. 27 years or older
2. Driving license
3. MS Office computer certification
4. Certification in Sales & Marketing
5. English proficiency

JOB FEATURES

1. Responsible for 25-28  million SAR Sales Value  per annum (approximate)
2. Responsible for 3.75 5 million litres of Fresh , Bakery , Poultry or any new category
3. 900 tonnes of Foods (approximate) per annum
4. Responsible for .75 million credits (approximate) & .12 of TC (approximate)
5. Manage up to 15 sales routes
6. Handling a team of 17 – 19 subordinates
7. Responsible for 150 customers

JOB CONTEXT

1. Working daily 8 – 10 hours per day with one day off each week.
2. Flexibility in the working hours according to business needs including holidays
3. Route/ market visit with salesman including route rides on salesvan.
4. Work under pressure & with deadlines
5. Office, company car, mobile phone, computer.

COMPETENCIES (Knowledge, Skills and Attitude – Technical, Operational, Managerial, Human & Cultural Requirements)

1. Knowledge in Sales Operation in FMCG environment
2. Numerical & analytical
3. Strong Communication & interpersonal skills
4. Negotiation skills
5. Time Management skills
6. Ability to motivate and aspire others
7. Ability to work with a Teamwork with a team.
8. Ability to motivate and aspire others.
9. Customer focus/ relation

GENERAL COMMENT

This role is a key position within Almarai, hence all new recruits as part of their induction and training will be required to operate a route for a minimum of three months. To successfully completed probationary period must pass the assessments at end of 3 months before assuming full role of supervisor.