Area Sales Manager

FUNCTION                 :       Sales

RESPONSIBLE TO     :       Regional Sales Manager -South

LOCATION                  :       Lusaka

AREA COVER             :       Southern Province

PURPOSE OF THE JOB

Area Sales Manager is responsible for communicating the benefits of Spectra Oil’s products to drive sales and contribute to the increase in market share in the oil marketing company sector.

To serve as the point of contact between Spectra Oil’s prospects and it’s existing customers.

NATURE AND SCOPE OF ACTIVITIES

The position requires a person with both sales and technical background as the Area Sales Manager is responsible for all sales and marketing activities particularly: –

• Ensuring that all the customers in the area are aware of full range of products, their uses, and benefits and that the products are available at all times and speedily supplied to them to their satisfaction by offering them superior sales marketing and after sales customer service.
• Achieving the sales targets set for the area.
• Achieving the accounts collections targets set for the area. Including ensuring all accounts are up to date in a timely manner
• Monitoring and reporting on competitors’ activities in the area to ensure that we are always ahead of them in terms of information, market strategy, acquisition of existing competitors’ and new to industry customers.

MAIN DUTIES & RESPONSIBILITIES

Sales Organisation

The Area Sales Manager must: –

• Meet volumetric targets set by the National Sales Manager within schedule.
• Meet accounts collections targets.
• Ensure relationships with customers and other appropriate persons are nurtured and maintained to acquire advance information of possible future sales.
• Acquire and develop new business outside defined targets.
• Ensure that all credit customers sign Credit Application Forms.
• Be abreast and understand trade results, trends, and competitors’ activities to gain information which can be used to the competitive advantage of the Company.
• With oversight of the Regional Sales Manager South identify an agreed number of key customers and prospects in the area who should be visited regularly to grow the business in the area.
• Ensure that you have a working visit cycle across the territory.
• Ensure that sales activities are recorded, tracked and are visible in the CRM system.
• Supply management reports on customer needs, problems, interests, competitor activities and potential for new products and services.
• Ensure that trade reports are submitted in a timely manner.
• As required work alongside Marketing to support Events and Expos, by driving customer and prospect attendance.
• Keep abreast of best practices and trends with the Oil Marketing Industry.
• Continuously improve through feedback from line manager, customers, and team members.

Planning

Together with the Regional Sales Manager South, the Area Sales Manager must: –

• Develop and gain acceptance for an annual plan which provides achievable sales targets for his area
• Propose/formulate and gain acceptance for strategies and procedures which will enable his/her area to achieve the planned sales, targets, increase sales and market share.
• Develop annual, quarterly, monthly, weekly, and daily plans to improve efficiency and effectiveness.
• Ensure visit cycles are continuously updated.

Customer and Technical Services

The Area Sales Manager must: –

• Ensure that as many customers as possible are made aware of the Company’s products and their benefits.
• Expedite the resolution of customer complaints or problems to maximise customer satisfaction and instill customer confidence in the company’s products
• Ensure that an agreed number of key customers in the area have lubrication surveys.
• Assist and improve dealers and consumer customer’s product knowledge.
• Establish, develop, and maintain positive business & customer relationships

General

The Area Sales Manager must:-

• Maintain Company assets such as motor vehicles, company documentation, image, and goodwill to standard levels acceptable to the Company.
• Observe and practice Company Policies, Rules, and Regulations.
• Operate and behave within the guidelines of the Company Standing Instructions as stipulated in the Finance and Personnel Administration Manuals.
• Perform duties as may be delegated by superior staff.

REQUIREMENTS AND SKILLS

• Proven work experience as a field Sales Representative for more than 3 years
• Excellent knowledge of MS Office
• Familiarity with CRM practices along with ability to build productive business professional relationships
• Highly motivated and target driven with a proven track record in sales
• Excellent selling, negotiation, and communication skills
• Prioritising, time management and organisational skills
• Ability to create and deliver presentations tailored to the audience needs
• Relationship management skills and openness to feedback
• Bachelor’s degree in business or a related field (Engineering, Marketing)