Zonal Sales Manager - Benin

Job Purpose Lead the field sales team and Customers to deliver agreed business objectives including brilliant execution of sales and channel marketing activities within assigned zone Context/Scope A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity. Responsible To Regional Commercial Manager Responsible For CSM, OM, Neighborhood, Golden Outlets & SSF Key Accountabilities Manage the activities of the field sales team in assigned zone Achieve agreed business targets/KPIs for the area (Top line, GM, Focus Brands, NPD, Tradex, POP deployment etc.) Achieve sales drivers (QDVP) objectives for the zone Manage sell-out of Customers in the zone Recruitment of customers, development and delivery of Joint Business Plans with key customers in assigned area. Develop and ensure implementation of outlet coverage strategy for the area Implement agreed Route to market strategy in assigned zone Ensure brilliant and successful execution of all Promotional/launch/agencies activities in the area and timely delivery of relevant reports. Identifies training needs of team, works with RCM, Capability Development Manager and HR to build Sales capability and ensure a talent pipeline. Feeds into the demand process to optimise the quality, accuracy and clarity of inputs. Provide market intelligence report in assigned area Measurement/Performance Indicators Achieve weighted distribution targets Sell out target vs. Actual monthly/yearly performance (volume/value, QDVP, KPIs and timely execution of the activities) Coverage strategy and implementation Coaching and development plan implementation Internal & External Relationships Regional Commercial Manager Marketing/Sales/Channel/Supply Chain/Finance/HR team Line Managers (Performance Management, recruitment, induction) Key Distributors/Customers Government agencies within Zone PZ Marketing & Sales network Qualifications Knowledge, Skills & Experience Needed: First Degree in any discipline Computer literacy (MS Word, Excel, PowerPoint) Experiences: (What experience brings success to this role) Minimum of 3 years experience in marketing or sales, and over this period has successfully delivered on KPIs. Demonstrated ability to coach and develop people Field Sales management experience Knowledge: (What does the person need to know) Good knowledge of business objectives and priorities. Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs). Knowledge of Field Sales, Channel or Distributor Management PZ Cussons Leadership competencies Functional or Technical / Business Skills: (What can the holder do) Commercial Acumen Developed Customer Management Developed Negotiation Skills Developed In Market Execution Developed Selling Skills Proven Strength Sales Drivers Proven Strength Channel Strategy Developed Presentation & Communicatio