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Role
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Territory Sales Manager
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Job Level/ Designation
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Manager
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Function / Department
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Sales & Distribution
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Location
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Anywhere in UPE
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Job Purpose
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To manage and drive sales through distribution in order to attain market leadership in the given territory, through growth in gross numbers and revenues.
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Key Result Areas/ Accountabilities
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Sales
- Deliver sales target for all products (voice-prepaid / post-paid, data, VAS, handsets etc.) by executing the distribution strategy at the channel-partner level
- Monitor quality of acquisition through the distribution channel
- Competition Tracking & reporting – schemes & programs
- Ensure availability of stock at retail while adhering to the norms
- Execute promotional activities for channel partners to drive sales and build market credibility
Revenue
- Achieve zonal revenue target for the distribution channel across all products
Distribution expansion and extraction
- Achieve retail (MBO) expansion targets through increase in number of outlets in existing and new geographies
People
- DSE Management
- Target Setting – DSE
- DSE Beat Plan adherence
- Systems/formats at DSE end
- Drive Distribution & MPESA KPIs delivery
MD/AD/SD Management
- DSE Availability monitoring
- Monitor Stock holding
- Day to day Performance Review & discussions
- Problem Solving
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Core Competencies, Knowledge, Experience
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Critical Success Factors
- Continuous Learning & Empowering Talent
- Building Team Commitment
- Leads Decision Making & Delivering Results
- Builds Strategic Relationships & Organizational Agility.
- Analytical Thinking
Threshold Functional Competencies
- Products Services & Technology Knowledge – Consumer
- Negotiation
- Working with Partners
Differentiating Functional Competencies
- Sales Planning & Forecasting
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Must have technical / professional qualifications
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- Experience: 2 – 5 years
- Experience with distribution planning and channel implementation.
- Essential : Graduation
- Desired : full – time post – graduation in business management/MBA
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