Business Unit Manager

Job Summary: -

The Business Unit Manager is responsible for leading a team of Sales Reps to achieve sales targets, optimize market execution, and drive sustained growth within an assigned market, while overseeing primary shipment/KD management and asset management.

Key Responsibilities

1. Sales Leadership & Team Management

• The Business Unit Manager must spend the bulk of his time in trade leading and coaching sales Rep on execution standards by Channel.
• Support the District Manager to develop and execute District Sales Strategy.
• Determine annual sales volume and market share plans and execute by implementing comprehensive sales strategies, analyzing market trends, and evaluating results.
• Sales Forecasting and Target Setting: Develop accurate annual sales volume targets for the District and its territories, including projections for both new and existing products. cascade, monitor, and manage individual sales targets and incentive plans for the sales representatives.
• Revenue Growth: Ensure that positive revenue is recorded in the district
• Lead, coach, and support the sales team in the trade.
• Set, evaluate, and manage daily sales plans, weekly work plans, daily achievement reports, and monthly/annual territory analysis.
• Ensure the team meets and exceeds established sales targets and contributes to the overall team effort.
• Monitor and enforce adherence to execution guidelines and the "Look of Success" across the entire territory.
• Sales Tools Utilization: Drive the effectives use of sales tools and Digital systems (SFA and DMS) to enhance the performance of sales Reps and Distributors
• Strategic Execution & Market Presence
• Ensure optimal product availability: Drive the team to achieve availability targets by brand by channel.
• Drive Brand Visibility: Ensure the team achieves execution standards as per Channel requirements.
• Monitor and enforce price compliance as per price ladder by channel.
• Oversee KD Stock Management: Ensure stock rotation principles are in place and drive KD to achieve monthly volume targets.
• Drive Territory Understanding: Ensure all open areas are covered by Sales Reps by constantly signing up new outlets to assist in meeting sales growth aspirations.
• Supply Chain & Inventory Oversight
• Logistics & Shipment Management: Support the KD’s to ensure a smooth operation from product shipment from the factory to the KD (Key Distributor) warehouse.
• Stock Control: Ensure that products are stocked as per the model stock and stored at recommended storage space in the KD warehouses.
• Delivery Assurance: Ensure that the delivery resources are optimized as per the standard resources’ models.
• Loading Accuracy: Ensure that Vans are loaded with the right product mix by the end of the day for next day delivery.
• Develop a good and mutually beneficial relationship with all KD’s in the assigned territory.
• Asset Management & Digitalization
• Asset Compliance: Drive the team to ensure that assets in the territory are properly used, with zero abuse, and that all contracts for assets invested in outlets are signed and filed as per policy.
• Maintenance & Functionality: Ensure that fridges and draught equipment are in working order, serviced at required intervals, and report any unfunctional assets to the maintenance group, following up on activities.
• Digital Data Capture: Ensure the team captures all sales call information accurately and completely on the Sales Force Automation (SFA) device.
• Record Keeping: Take personal responsibility to ensure the Asset Register is up to date and that the team maintains records on area and customer sales, as well as customer account information.

1. Promotion & Competitor Strategy

• Promotion Execution: Drive the team to plan and execute promotions as per the promotional plan, ensuring all objectives are met.
• Budget Management: Ensure that the promotional budget is economically used and settled as per company policy.
• Analysis & Strategy: Conduct and review post-promotion analysis and ensure timely feedback to Trade marketing and Brand teams on implementation, competitor impact and volume targets achieved
• Key Account & Customer Relationship Management
• Cultivate Strategic Relationships: Lead the team to establish, maintain, and expand the customer base by developing strong working relationships with both existing and new customers, and actively seek to increase business opportunities across various segments.
• Key Distributor (KD) Management: Ensure productive relationships with Key Distributors are maintained. Establish processes to monitor their effectiveness and profitability, anticipate new opportunities, provide necessary training to their teams, and assist them in optimizing their routes, warehouses, and fleet.
• Customer Validation & Assessment: Proactively assess, clarify, and validate key customer requirements and satisfaction levels in conjunction with the sales team.
• Service Excellence: Resolve customer complaints regarding sales and service, ensuring all trade data collected is accurate for use across internal departments.