Job description

JOB PURPOSE   

The main purpose for this position is to successfully drive sales efforts of the company for the Region in an efficient, cost conscious and innovative manner.

It involves creating, mentoring, and leading a competent sales team that can help implement the sales strategy and deliver on targets set by CCO/ Management. The key focus of the position is to create, sustain and enhance market share for dairy products, ice creams and juices in the Region.

The main purpose of  the position is to create, mentor and lead a competent and committed sales team towards helping meet the sales targets for the HORECA in an efficient, cost conscious and innovative manner. The role is responsible for overseeing implementation of sales strategy for creating, sustaining, and enhancing the HORECA share for dairy products, ice-creams and juices.

2.   MAIN TASKS AND ACCOUNTABILITIES

Strategic Input

• Provide strategic input to Chief Commercial Officer for Oman region.
• Estimate expected demand and target market share for the company.
• Help develop brand identity and implement brand strategy.
• Conduct competitive analysis to identify competitors’ market share, target segments and their unique selling propositions (USPs).

Provide market and competitive intelligence

• Collate feedback about the product from the end users and channel partners.
• Track competitors’ actions in response to the sales and marketing efforts of the company.

Sales strategy execution plan

• Help breakdown the overall sales target for region into subsidiary targets for reporting teams.
• Plan and direct activities to meet sales targets.
• Build on customer acquisition efforts of the trade marketing team (focused campaigns).
• Work on introduction/penetration of product in different geographical regions within region as agreed with the business development team.

Customer Acquisition and Retention

• Identify tools and tactics that help communicate with market, reinforce positioning and acquiring new customers.
• Work on customer feedback and address grievances related to the sales process proactively.
• Performs all other tasks and duties as assigned.

Product advertising and ethical guidelines

• Review mechanism to ensure that all messaging/communication is vetted before it is released to the target audience.

HACCP and other Compliance  

 •    Ensure hygiene standards are maintained through the sales process - till the product reaches the final consumer from the finished goods warehouse.
•    Ensure that all local environmental requirements are duly adhered to.
•    Knowledge of and adherence to regional council compliance requirements.
•    Ensure no breaches of HACCP/ environmental requirements.

Health and Safety    

•    Understand and ensure meeting the obligations of health and safety requirements of employment legislation. 
•    Identify and contain/minimize product related health hazards reported by the consumer(s). 
•    Maintain an event register for supply and subsequent recall of all defective products.

Team Building – Planning, acquisition and mentoring    

•    Forecast staff requirements for the department, plan budget and get requisite approval
•    Define knowledge/skillsets required
•    Effective communication within and outside the team 
•    Create a supportive environment for the team members
•    Contribute to the team, letting others know information that may be useful or important
•    Help to create a fun, supportive work environment

People management and reporting responsibilities    

•    Liaison with management and other line managers (as part of cross function team) for efficient running of the department.
•    Participate in management and supervisory meetings as and when required.
•    Produce end of month departmental report, on time, and as required by the management.
•    Ensure accurate and up to date, daily, weekly, monthly records as required by the management. 
•    Ensure tasks are understood by the team members, and performed responsibly and diligently
•    Help others in the team if needed; Support relief staff in their duties

3.  MAIN CONTACTS AND WORKING RELATIONSHIPS
Internal     All Department Heads and Line Managers.
External    Stakeholders, customers, agencies etc.

4.   PERSON SPECIFICATION (Qualifications, Knowledge & Experience)

Education Level 
(Minimum Requirement)  

 •   Bachelor in Sales Management. 
•    MBA (Sales / Marketing) preferred.
Professional Qualifications
 •    Advanced diploma in agribusiness.
•    Have a valid driver’s license.
Work Experience    

•    Overall experience of 10 years or more with 5+ years in senior commercial management position.
•    Experience of managing sales teams at national level in FMCG industry. Experience in dairy products will be preferred.
•    Strong understanding of the Middle East especially Oman.
Job Specific Skills  

 •    Capacity to lead sales at a national level with established credentials in sales.
•    Financial awareness to understand and interpret numbers; Excellent written & verbal communication / presentation skills.
•    Team player with excellent motivational skills.
Generic Skills
    •    Must be alert, strive for accuracy, and have ability to exercise independent thinking and judgment, be a self- motivator, and attention to detail.
•    Displays cultural, gender, religion, race, nationality and age sensitivity and adaptability.
•    Integrity, discretion, and loyalty.

5.   POSITION LOCATION

•    To be based in Muscat Office and travelling national and International.