Overview
Regional Sales Manager Jobs in Nairobi, Nairobi County, Kenya at Proto Energy
Title: Regional Sales Manager
Company: Proto Energy
Location: Nairobi, Nairobi County, Kenya
- Manage customer / distributor portfolio to deliver results; financial (margin/cost) and non-financial (volume/debt/business growth) LPG business targets through a disciplined and effective implementation of execution plans.
- Conduct and report on weekly sales reviews with the area managers and address areas of concern or improvement to achieve targets.
- Provide weekly and monthly summary of sales achievements and areas of action to increase sales by distributors and area teams
- Provide input in developing LPG business plans and strategies in Kenya, aligned with the business plan, strategy and direction, to grow business / market share and implement the same in the assigned region.
- Monitor and report on the effectiveness of the Route-to-Market structure and propose improvements necessary to increase market coverage and product penetration.
- Stock management: Monitor stocks with distributors specifically to minimize loss and increase cylinder turnaround and control cylinder revalidation costs.
- Provide accurate sales forecasts for production and logistics planning.
- Active market assessment and reporting on market development, competitor activities, market shares, pricing and product penetration.
- Implement appropriate LPG marketing propositions & promotions, with support from Marketing department.
- Conduct and support training (product training, commercial and technical training) for appointed distributors, their staff, retailers and customers.
- Assist in conducting regular distributor / retailer audits for compliance with safety and regulatory requirements in LPG and cylinder handling.
- Assist in the planning and execution of distributor and customer events in collaboration with the marketing team area managers and territory sales representatives.
- Monitor distributors performance, effectiveness and market converge and implement mitigating measures to ensure targets achievement.
- Appraise regional team performance, provide sales leadership, training and coaching and identify performance gaps as may arise within the team.
- Sales target management including Area Manager and Territory Rep recruitment.
- Work closely with logistics and operations team to ensure timely delivery of products to the distributors.
- Monitor regional team adherence to standards and take reinforcement measures to ensure compliance to commercial and other company standards and policies.
- Train customers retailers, distributors and other stakeholders on product knowledge and HSE.
- Participate in lobby efforts with Govt. and other stakeholders to enhance LPG Regulatory framework.
- Identify and develop new distribution partnerships targeting wholesalers, retailers.
- Partner with distributors to develop business plans with stretching objectives and targets to maximize business opportunities in the market.
Qualifications
- Bachelor’s degree preferably in Sales or Marketing
Must have skills
- Experience in RTM development, selling & negotiation, marketing strategy, customer relationship management.
- Team leadership and accountability management
- Business knowledge, budgeting and sales planning
- Distributor / Channel Management.
- Selling and Negotiation
- Customer Relationship Management
- Market Awareness