Sales Manager ( Alamata , Ambo, Debretabor, and Jinka, only)

Job Description

NB: Applicants must show to which location (s) they are applying. If not, their application will not be considered.

Position Summery

The role holder will be responsible for executing MultiChoice Ethiopia sales strategy in the region ensuring that business plan targets are met by generating channel sales, Oversee sales pricing, planning, operational forecasting, partner management and trade marketing, Ensure that assigned channel Sales targets are met by effectively managing and generating new accounts

Key Accountabilities

Sales Execution

Implement the sales strategy for the region to achieve business growth objectives
Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives
Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities
Launch viable regional sales projects in support of business objectives
Drive the transformation of the ‘Join Phase’ improved customer experience from sale to
activation and to provide guidance and support to counties to adopt
Ensure achievement of sales target for channels
Drive RED execution and conduct daily reviews
Implement Sales plan within assigned territory
Meet assigned sales quotas and cover designated targeted market segments
Understand the business environment in which the company finds itself and assist in collating marketing information where necessary, that might be useful for strategic planning efforts
Maintain awareness of sales activities in assigned region
Give feedback of competitor’s activities and changes experienced

Channel Management

Responsible for channel partner management
Implement DOSA, KAOSA to all channel partners to enhance productivity
Implement SRDE as per Multichoice PICOs to foster distribution excellence
Implement/monitor channel partners growth roadmap through strategic account plans and JBPs
Identify and manage existing and new channel partners within region
Ensure all channel incentives are aligned with organizational goals
Develop a strong collaborative working relationship with the channel partners
Harness new distribution opportunities with alternate channels
Monitor financial and performance targets of channel partners

Retail Account Management

Ensure achievement of Retail accounts sales target within your region
Management/retention of Retail accounts
Report on a weekly and monthly basis on sales performance for these accounts
Implement the development of sales proposals, presentations and negotiations
Proactively analyze customer needs and make proposals to build and maintain relationships with key players
Follow up on all leads for new subscribers and monitor After-Sales
Cascade retail channel sales objectives definition and prosecution as well as store campaign management
Development, implementation and control of the sales plan, training and marketing at chains of retail customers
Review of annual contracts

Development of New Markets

Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from channels within the region
Maintain a database of all channels
Develop new market opportunities in the designated region or market
Maintain a database of sales leads and execute effectively
Identifying prospects and ensure adequate follow up to generate business opportunities
Arrange markets with potential customers; challenge their objections to ensure their buy-in
Generating sales opportunities and providing a professional and excellent level of customer service with

Sales Budget Management

Manage indirect channels sales budget for the designated region
Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
Maintain proper management and control of expenditures of resources necessary to achieve the target margin
Review regional expenses and recommend improvements where necessary

Operation Delivery

Accomplish the regional sales in assigned region; communicating target expectations to indirect channel partners and reviewing compensation actions; whilst enforcing policies and procedures
Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change
Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
Implement trade promotions by publishing, tracking, and evaluating trade spending

People Management

Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement
Build and develop high performing teams and drive superior performance standards
Manage team members to ensure effective delivery of business unit objectives
Develop a high performing team by embedding formal performance development and informal coaching
Encourage frequent knowledge sharing between team members
In liaison with HR, determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executed
Manage leave for team members and create leave plan to ensure adequate coverage
When required, initiate disciplinary processes for team members calling on support from HR
Resolve grievances raised by team members and escalate only if required
Address poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt with
Motivate team members and ensure that their efforts are recognized
Ensure effective communication on key focus areas and developments

Governance and Reporting

Identify process improvement areas & ensure implementation.
Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
Review Operations reports and provide feedback & follow up on issues noted.
Provide formal input into business process and area to address operations

Job Requirements

Key Internal Contacts

Marketing
Commercial Sales
Customer Care
Customer Operations
Digital Enablement
Customer Value Management
Customer Experience & PMO
Strategy
CII
Legal Regulatory
Finance
HT
BTD

Key External Contacts

Retailers
Distributors
Decoder Manufacturers
Installers
Agencies
Hospitality Industry
Other businesses

The incumbent is required to have the following qualifications and experience level

A first degree in any discipline. An MBA is an added advantage
A minimum of 5 – 7 years in a commerce, business administration or sales and marketing leadership role
Strong financial acumen and experience in channel partner management
Deep sales and distribution knowledge
Proficient in computer applications
Commercial experience in Ethiopia
Experience in trade sales activations
Digital savvy

How to Apply

Interested candidates are invited to send their CV and/or cover letter only through ethiojobs website.

Applicants must show to which location (s) they are applying. If not, their application will not be considered.

Only shortlisted candidates will be contacted.

Apply Now Deadline Mar 7, 2023