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Job Description
Purpose of the job
Develop and manage the Sales & Distribution organization in the assigned Region ensuring sales and secondary distribution, in line with the Sales & Distribution strategy and policies, in order to realize the gross sales and profit targets for the Region.
Key Accountabilities
1. Sales & Distribution strategy
Initiate, share and discuss strategic issues for sales & distribution, in order to contribute to the development of the S&D strategy.
2. Sales
Set targets for the Region’s sales force and monitor, guide and motivate sales management and supervisors in their performance, to effectively manage and control the van sales operation and to realize the sales targets.
3. Business Development
Ensure identification, initiation and organization of sales to new clients and markets in the Region, in line with the S&D strategy, in order to increase sales and distribution.
Outside KSA: Develop the roadmap for entry into new markets ensuring prices are aligned with the relevant functions.
4. Key Accounts
Ensure implementation of agreements with Key Accounts (national and regional), and negotiate LTA’s/promotional activities for regional Key Accounts, in cooperation with Trade Marketing, and maintain good business relations with the representatives of Key Accounts in the Region.
5. Sales forecasting and reporting
Translate sales plans and activities into sales forecasts for the Region in co-operation with Trade Marketing and ensure correct and on time reporting of sales figures.
6. Merchandising & brand management
Ensure execution of merchandising at the points of sales, in line with the policies and approaches as defined by Trade Marketing and Marketing, in order to influence the shopper’s choice in favor of the company products.
7. Credit Management
Implement and monitor the approved company payment and credit policies and ensure credit and collection management for all sales in the region, ensuring timely payments.
8. Logistic operations
Ensure management and control of the regional logistic operations to realize the distribution planning and delivery of the required volumes of finished products, in line with the distribution policies and according to functional guidelines of Supply Chain Management.
9. Regional workshops
Ensure management of the maintenance and repair activities for cars, refrigeration and forklifts in the Region, according to functional guidelines of Supply Chain Management, in order to ensure maximum availability of the vehicles at lowest cost.
10. In/export (for outside KSA)
Ensure organization of in/export from KSA to the countries in the Region and compliancy to regulations for clearance and customs.
11. Wastage
Ensure wastage control is exercised as per policies/procedures and is maintained within company budget/target levels across product groups and respective locations.
12. Security
Ensure both depot and information security across respective locations, in line with company security policies.
13. Quality Assurance
Ensure and monitor quality control of sales processes and practices and use of SEBA in line with company standards and regulations.
14. Human Resource Management
Ensure an effective Regional S&D organization, required number and quality of people, and people management in line with The company’s HR policies, in order to enable the realization of the S&D targets.
15. Finance & administration
Ensure, in cooperation with Finance, that the financial and administrative systems, records and controls are established and maintained for effective administration for the Region and that budgeting and financial monitoring and reporting are done according to The company’s financial policies.
Skills
• Educational level: University, Masters degree
• Specific diploma/education: Business, Commerce, Marketing or Finance
• Minimal experience: 5 years in similar job
• Languages: Fluent English, Arabic preferred
• Other requirements: 30+, highly numerate and analytical, strong computer skills, strong negotiation skills, experience in the ME region.
• For outside KSA: experience in new market development
