Position Scope

Job Title:Sales Manager

Gross Monthly Salary: KES 35,000 – 40,000 (depending on qualifications and experience).

The Sales Manager is responsible for planning, directing, and controlling all sales activities to achieve company revenue, market share, customer service, and distribution objectives. The role ensures effective management of the sales team, customer relationships, route-to-market execution, and compliance with distribution standards.

Job Description

1. Sales Planning & Revenue Growth

Develop and implement monthly, quarterly, and annual sales plans.
Achieve assigned sales volume and revenue targets.
Identify new business opportunities and expand market coverage.
Monitor competitor activities and recommend appropriate strategies.
Prepare sales forecasts and budgets.

2. Team Leadership

Recruit, train, coach, and supervise the sales team.
Conduct daily sales briefings and route planning.
Set individual sales targets and monitor performance.
Carry out regular performance reviews and coaching sessions.
Build a high-performance sales culture.

3. Customer Relationship Management

Develop and maintain strong relationships with key customers.
Resolve customer complaints promptly.
Conduct regular customer visits.
Negotiate business terms within company policy.
Improve customer retention and satisfaction.

4. Distribution & Route Management

Ensure efficient route coverage.
Monitor van utilization and productivity.
Optimize delivery schedules.
Ensure adequate product availability across assigned territories.
Reduce stock returns and delivery failures.

5. Stock & Inventory Coordination

Coordinate with the warehouse on stock availability.
Monitor stock movement and minimize expiries.
Ensure proper stock reconciliation.
Monitor daily van loading accuracy.

6. Financial Management

Monitor daily collections.
Ensure timely banking of customer payments.
Minimize bad debts.
Monitor credit customers and ensure compliance with credit policies.
Approve discounts within delegated authority.

7. Reporting

Prepare:

Daily Sales Reports
Weekly Sales Performance Reports
Monthly Sales Reports
Sales Forecast Reports
Route Performance Reports
Customer Performance Reports
Competitor Analysis Reports

8. Compliance

Ensure adherence to distribution policies.
Enforce company sales policies.
Ensure safety standards during distribution.
Maintain ethical selling practices.

9. Market Intelligence

Gather customer feedback.
Monitor competitor pricing.
Identify emerging market opportunities.
Recommend promotional activities.

10. Other Duties

Represent the company during customer meetings.
Participate in management meetings.
Perform any other duties assigned by management.

Requirements

Education

Diploma or Bachelor's Degree in Sales & Marketing, Business Administration, Commerce, or a related field.

Experience

Minimum 3 years' experience in FMCG sales.
At least 1 year in a supervisory role.
Experience in beverage distribution is an added advantage.
Must be Microsoft Advance knowlegeable

Skills & Competencies

Sales leadership
Negotiation skills
Customer relationship management
Planning and organization
Team management
Financial analysis
Communication skills
Presentation skills
Problem-solving
Microsoft Excel and reporting
Knowledge of route-to-market operations

Other Requirements

Willingness to travel within the assigned territory.
Ability to work under pressure.

Skills

Sales leadership Negotiation skills Customer relationship management Planning and organization Team management Financial analysis Communication skills Presentation skills Problem-solving Microsoft Excel and reporting Knowledge of route-to-market operations