Area Sales Manager

About the role

Proto Energy is hiring a full-time Area Sales Manager (ASM) in Nakuru, Kenya. The ASM leads cylinder sales in the assigned area, driving market growth and responsiveness to competition and market developments. The role also covers distributor and stakeholder management to grow market share and sales volumes, and develops the sales capability of the assigned team.

Key responsibilities

• Run daily morning market plans with distributors and ensure daily morning presence at each distributor's premises
• Visit existing and potential outlets in the territory to meet planned sales targets and sustain business growth
• Achieve product availability targets through liaison with distributors and effective management of the SR
• Sell the key features and customer benefits of Proto's brands and products, and understand customer needs to unlock growth with distributors, retailers and sales representatives
• Map the market universe into territories according to segmentation guidelines
• Plan and sell joint customer plans with distributors, with performance measures reviewed weekly or monthly
• Define daily minimum execution standards for distributors and teams, applying the 365 Essentials principles
• Coach and mentor the TSR team and distributors to comply with standards and achieve targets
• Build longer-term execution plans with customers and supervise them, correcting course where needed
• Monitor and own the activation of all promotions so they run on time and in full
• Develop sales capability within distributors' organisations and update trade coverage plans
• Drive a culture of sales excellence, compliance and adherence to the Code of Ethics, global and local standards, policies, manuals and health and safety requirements
• Follow internal and external process controls and audit requirements, and partner with the Commercial and Operations teams on compliance matters

Required profile

• Bachelor's degree, preferably in business management, sales or marketing
• 3 years of sales and marketing experience achieving targets, preferably in FMCG channel or distributor management
• Experience in RTM development, selling and negotiation, marketing strategy and customer relationship management

Required skills

• Identifying commercial opportunities
• Strategy development and execution of business strategy
• Performance management
• Adherence to controls and guidelines
• High integrity

The application is handled through the recruiting agency that posted the vacancy.