Territory Sales Manager

About the jobPurpose of this role: -Executing MultiChoice Ethiopia sales strategy in the region, ensuring that business plan targets are met by generating channel sales, overseeing sales pricing, planning, operational forecasting, partner management, and trade marketing, ensuring that assigned channel Sales targets are met by effectively managing and generating new accounts.Key Accountabilities: -Sales ExecutionImplement 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 regio,n taking into consideration factor, 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 the achievement of sales targets for channels Drive RED execution and conduct daily reviews Implement a Sales plan within the 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 which might be useful for strategic planning effortsMaintain awareness of sales activities in the assigned region Give feedback on competitors’ activities and changes experienced.Channel ManagementResponsible for channel partner managementImplement DOSA, KAOSA to all channel partners to enhance productivityImplement SRDE as per Multichoice PICOs to foster distribution excellenceImplement/monitor channel partners' growth roadmap through strategic account plans and JBPsIdentify and manage existing and new channel partners within the regionEnsure all channel incentives are aligned with organizational goalsDevelop a strong collaborative working relationship with the channel partnersHarness new distribution opportunities with alternate channelsMonitor financial and performance targets of channel partnersRetail Account ManagementEnsure achievement of the Retail accounts sales target within your regionManagement/retention of Retail accountsReport on a weekly and monthly basis on sales performance for these accountsImplement the development of sales proposals, presentations, and negotiationsProactively analyze customer needs and make proposals to build and maintain relationships with key playersFollow up on all leads for new subscribers and monitor After-SalesCascade retail channel sales objectives definition and prosecution, as well as store campaign managementDevelopment, implementation, and control of the sales plan, training, and marketing at chains of retail customersReview of annual contractsDevelopment of New MarketsIdentify Sales opportunities and effectively present key features and benefits of the product(s) to secure new business from channels within the regionMaintain a database of all channelsDevelop new market opportunities in the designated region or marketMaintain a database of sales leads and execute effectivelyIdentifying prospects and ensuring adequate follow-up to generate business opportunitiesArrange markets with potential customers; challenge their objections to ensure their buy-inGenerating sales opportunities and providing a professional and excellent level of customer service withSales Budget ManagementManage the indirect channels' sales budget for the designated regionEnsure the financial plan depicts the best way to allocate resources to achieve the forecasted salesMaintain proper management and control of expenditures of resources necessary to achieve the target marginReview regional expenses and recommend improvements where necessaryAccomplish the regional sales in the assigned region; communicate target expectations to indirect channel partners and review compensation actions, whilst enforcing policies and proceduresAchieve 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 changeEstablish sales objectives by creating a sales plan and quota for the region in support of national objectivesRecommend product lines and service changes; surveying consumer needs and trends; tracking competitorsImplement trade promotions by publishing, tracking, and evaluating trade spendingPeople ManagementLead 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 standardsManage team members to ensure effective delivery of business unit objectivesDevelop a high-performing team by embedding formal performance development and informal coachingEncourage frequent knowledge sharing between team membersIn liaison with HR, determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executedManage leave for team members and create a leave plan to ensure adequate coverageWhen required, initiate disciplinary processes for team members calling on support from HRResolve grievances raised by team members and escalate only if requiredAddress the poor performance of any team member through the formal Performance Improvement program and ensure that continued poor performance is appropriately dealt withMotivate team members and ensure that their efforts are recognizedEnsure effective communication on key focus areas and developmentsGovernance and ReportingIdentify process improvement areas & ensure implementation. Ensure timely, accurate, complete daily, weekly, monthly, quarterly , half-yearl,y and annual reports.Review Operations reports and provide feedback & follow up on issues noted.Provide formal input into the business process and areas to address operationsQualifications & Experience A bachelor's degree in any discipline. An MBA is an added advantageA minimum of 5 - 7 years in a commercial, sales, and marketing leadership roleStrong financial acumen and experience in channel partner managementDeep sales and distribution knowledgeProficient in computer applicationsCommercial experience in EthiopiaExperience in trade sales activationsDigital savvyBehavioral CompetenciesConflict ResolutionDecision makingCritical appraisalHolistic thinkingPersuading & InfluencingCoaching