Sales Supervisor- FMCG

About This Role

Title: SALES SUPERVISOR

Location: Riyadh

A Leading International F&B Company is currently looking to fill this position of a Sales Supervisor

JOB PURPOSE Ensure all cash van salesmen and down-market pre-sellers selling only to BCO

registered customers in a respective journey Plan (JP). All sales invoices,

collection by cash and non-cash methods (SPOS, Bank transfers and cheques)

are done only using HHC.

RESPONSIBILITIES Customer Relationship Development / Prospecting

Develop and implement a customer contact plan to communicate product

launches and engage the potential customers in relevant sales campaigns to

build new relationships. Act as first point of contact for customer queries and

complaints and resolve them, referring complex issues to others and ensuring

that the customer receives an appropriate response.

Customer Needs Clarification

Set clear objectives for each sales call or meeting; use standard materials to

make a presentation to the customer; and ask relevant questions to evaluate the

customer's level of interest and to identify and respond to areas requiring further

information or explanation.

Sales Opportunities Creation

Develop a personal network within the sales territory and represent the

organization at trade shows and other events to identify sales opportunities,

promote the organization, and enhance its reputation.

Sell Customer Propositions

Identify the products or services that best meet the customer's stated needs, use

personal expertise to propose quantities and product configurations, explain the

selection to the customer, and invite the customer to make a purchase at the

standard price/terms and conditions of sale.

Customer Relationship Management (CRM) Data

Monitor team members' use of the CRM system, identifying and resolving

standard issues and escalating them to a senior manager as appropriate.

Promoting Customer Focus

Collaborate internally and work as the customer champion in cross-functional

teams to build strong external customer relationships.

Operational Compliance

Maintain and renew a deep knowledge and understanding of the organization's

policies and procedures and of relevant regulatory codes and codes of conduct,

and ensure own work adheres to required standards. Or identify, within the team,

patterns of noncompliance with the organization's policies and procedures and

with relevant regulatory codes and codes of conduct, taking appropriate action to

report and resolve these and escalating issues as appropriate.

Performance Management

Develop and propose own performance objectives; take appropriate actions to

ensure achievement of agreed objectives, using the organization's performance

management systems to improve personal performance. Or manage and report

on team performance; set appropriate performance objectives for direct reports

or project/account team members and hold people accountable for achieving

them, taking appropriate corrective action where necessary to ensure the

achievement of team/personal objectives.

Personal Capability Building

Develop own capabilities by participating in assessment and development

planning activities as well as formal and informal training and coaching; gain or

maintain external professional accreditation, where relevant, to improve

performance and fulfill personal potential. Maintain an in-depth understanding of

technology, external regulation, and industry best practices through ongoing

education, attending conferences, and reading specialist media.

Audit Compliance

Carry out specified audit activities and draft reports of findings, including

recommended corrective actions, for review.

Sales Process Compliance

Work within standard compliance systems and report simple noncompliance

issues.

TASKS Ensure all salesmen compliance with 100% Journey plan every day

Ensure Sales and collection done only to customers in the journey plan (JP)

Ensure Sales and Collection is done only using HHC

Validate sales and collection invoices in the market that are tagged as

“suspicious” in the sales report

Conduct account reconciliation (snap check) for each salesmen every month

along with finance / HR representative (wherever applicable) covering; physical

stocks Vs system stocks, collection Vs deposit and validating at least 10 credit

invoices of each salesman

Validate all required documents and create an account for new customers if the

customer is part of the company’s Route to market (RTM) strategy

Ensure to close / inactivate accounts of the customers that are closed for

business

Coach new salesmen and conduct refresher sessions with existing salesmen on

agreed standard operating procedures every month

Random validation of sales & collection invoices using Supervisor TAB

Confirmation of statement of account with 10 customers every week and

reporting the findings to channel manager

Escalate any violation of SOP to line manager within 24 hours

Develop strong relationships with all assigned customers

Ensure all team members understand their role and comply with company

policies

Check receivables collections and deposits of the full amount as per the

company policies.

Continuous systems monitoring for the salesmen accounts (SAP/ BI/ SFA/

Vxceed GPS Tracker).

Keeping a track and maintenance of assets; (vehicles, Handheld devices,

computers, printers, Freezers and chillers).

Driving zero tolerance policy regarding reporting cases related to robbery,

accidents and misuse of company funds and assets.

BEHAVIORAL COMPETENCIES Customer Focus

Builds strong customer relationships and delivers customer-centric solutions. For

example, digs deeply into customer feedback and drives the innovations that can

enable the organization to better meet customers' future needs. Frequently

adjusts approach to ensure customer needs are met and to improve service.

Communicates Effectively

Develops and delivers multi-mode communications that convey a clear

understanding of the unique needs of different audiences. For example, listens

attentively and takes an interest. Keeps others well informed; conveys

information clearly, concisely, and professionally when speaking or writing.

Ensures Accountability

Holds self and others accountable to meet commitments. For example, tracks

performance and strives to remain effective, learning from both successes and

failures. Readily takes on challenges or difficult tasks and has reputation for

delivering on commitments.

Self-Development

Actively seeks new ways to grow and be challenged using both formal and

informal development channels. For example, creates a development plan that

states clear goals and the tactics to achieve them. Gathers information on where

to focus. Makes efforts to apply new skills on the job.

Financial Acumen

Interprets and applies key financial indicators to make better business decisions.

For example, swiftly assembles and fluently interprets the financial data and

metrics relevant to the role. Draws rich insights from financial and quantitative

data. Adheres to relevant budgetary guidelines.

SKILLS Customer-Focused Approach

Works with full competence to orient the organization around delivering to the

key needs of customers. Typically works without supervision and may provide

technical guidance.

Keeps customer at center of sale, Collaborates with customers, Elevates partner

insights, Uses common terminology

Initiates Compelling Sales Conversations

Works with full competence to propose a mutually agreed-upon agenda to start

sales conversations that offer value to the client. Typically works without

supervision and may provide technical guidance.

Provides context for conversations, Proposes mutually valuable agenda,

Leverages pre-call prep for partnerships, Confirms client understanding,

Leverages pre-call prep, Adds value through perspective

Knows the Buying Influences

Works with full competence to accurately identify and understand the key buying

influences pertaining to an opportunity. Typically works without supervision and

may provide technical guidance.

Closes Effectively

Works with full competence to pre-plan, suggest, and confirm mutually beneficial

commitments that are appropriate and clear and that move the sales/client

relationship forward. Typically works without supervision and may provide

technical guidance.

Pre-plans for commitment, Closes calls with mutually beneficial commitments,

Focuses toward mutual profitability

Direct Sales

Works with full competence to maximize the volume and value of sales made

directly with clients and accounts. Typically works without supervision and may

provide technical guidance.

Expands the Service

Works with full competence to grow the value of the account through cross-sell

and up-sell opportunities. Typically works without supervision and may provide

technical guidance.

Communicates product/service advances, Develops a long-term strategy,

Identifies cross-sell/up-sell business opportunities, Improves channel

management, Prioritizes time effectively

If you qualify. Apply!