Job Description

Job Title Territory Development Manager

Description

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Description:
Job Summary
Management of sales activities within UAE for Modern Trade. This includes direct supervision of Area Development Managers & Area Development Supervisors, achievement of sales targets, management of customers within the area assigned, development of business, management of territory and category profitability.
Roles & Responsibilities
Achieve Monthly sales & yearly targets as per AOP
Quarterly business reviews with key assigned customers
Track and manage spending per customer
Complete ownership of the Business Development Agreements (BDA's); negotiation to implementation.
Strategic inputs for Brand wise / Category wise / Outlet wise target plan.
Responsible for team performance and developing own team.
Present periodic business reviews by analyzing sales data, and performance against annual plans.
Responsible for updating TMI contract module & TDA process on time for all contractual customers.
Timely EPOS analysis and action plan
Direct and daily supervision of the team activities
Align with various category stakeholder on initiatives and achievements
Maintain and improve share of shelf by improving distribution coverage as stipulated in the annual objectives
Relationship Management - Internal and External
Conduct regular market visits and route rides with the team
Develop strategies and objectives for the assigned territory for the Annual Operating Plan.
Conduct weekly review meetings with the team to work over agendas and actionable plans
Report and monitor competition activities
Proactively Planning all the Promotions for better execution
Planning and Forecast for IFFCO brand by SKU wise
Product Execution, Product Listing & Availability
Tracking GRV's within stipulated budget spend & Using trade budget effectively.
Ensure all rental displays are followed and adhered by the customers and merchandisers.
Ensure store level merchandising as per the planogram defined by category.
Ensuring replenishment of products and FIFO management in a timely manner.
Responsible for the collection of receivables from the market and ensure smooth sales transactions
To ensure reduction in damages / expiries and sales returns from the market within the set targets.
KPIs
Value & Volume Target
BDA negotiation & closure
Ageing & Collection
Achievement of expiries/damages/market returns within set targets
NPD listing
Territory Growth
Weighted and numeric distribution
Product availability and visibility
TMI management
Route Profitability
Work experience requirement
Overall 5 to 7 years' experience in similar role in the UAE, management experience
Minimum of 5 years' experience in FMCG, preferably dealing with food products sales
Qualification
Must have a Bachelor degree in business or management related field.
MBA degree in business or management related field is desirable

Competencies Customer Centricity Communicating effectively Ownership & Result Orientation Self and Team Management Planning & Decision Making Customer Management Business Acumen - Financial and Commercial Consumer Analysis & Insights / Marketing Research Business Development Sales & Marketing Management

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