Key Responsibilities:
1. Sales Strategy & Planning
* Develop and execute national sales strategies aligned with brand, category, and channel priorities in alignment with business goals and revenue targets.
* Cascade monthly, quarterly, and annual volume/value targets by region, channel (modern trade, general trade, e-commerce), and product line.
* Set sales targets by region and channel; monitor KPIs and sales performance.
2. Channel & Territory Management
* Ensure effective coverage of all retail channels - supermarkets, convenience stores, wholesalers, and independent grocers.
* Oversee outlet segmentation, territory mapping, and route-to-market optimisation.
3. Team Leadership
* Lead, train, and coach a geographically dispersed sales force including regional/state sales managers and area sales executives.
* Drive performance culture through field KPIs, incentive plans, and coaching routines.
* Conduct regular performance reviews, succession planning, and skills development.
4. In-Market Execution
* Ensure flawless execution of trade promotions, new product launches, planogram compliance, and visibility standards at store level.
* Monitor stock availability, secondary sales, and merchandising effectiveness through regular field visits.
* Ensure consistent execution of the company's commercial standards across all territories.
5. Customer & Distributor Management
* Build and manage strong relationships with key distributors, wholesalers, and strategic retail partners.
* Monitor distributor KPIs (sell-in, sell-out, stock levels, credit) and resolve any performance gaps.
* Resolve escalated customer issues and improve field-level service quality.
6. Reporting & Insights
* Analyse field sales data and market trends to provide insights to senior leadership.
* Prepare and present regular sales performance reports, forecasts, and territory analysis.
7. Sales Operations & Analytics
* Maintain real-time tracking of sales performance and market share.
* Conduct gap analyses, weekly performance reviews, and action planning.
8. Cross-Functional Collaboration
* Partner with marketing, trade marketing, supply chain, and finance to ensure alignment on promotions, product availability, pricing, and customer service.
* Collaborate on demand forecasting and S&OP processes.
* Partner with HR on recruitment and development of sales staff.
9. Qualifications & Skills:
* Minimum 10 years in operational/business leadership within construction or industrial manufacturing, with international exposure.
* Proven success at NSM level positions.
* Expertise in developing and executing multilayered channel strategies.
* Strong judgement, financial discipline, integrity, and emotional intelligence.
* Track record in budgeting, forecasting, and delivering profitability.
* Strategic and operational skills in driving business growth, process improvement, and systems implementation.