AREA SALES MANAGER – DETERGENT/FMCG INDUSTRY

Department : Sales & Marketing

Reports To : Head of Sales / Sales Manager

Location : Nairobi

Salary : Negotiable

Key Responsibilities.

Develop and implement sales plans and strategies for the assigned territory in line with company objectives.

Lead, supervise, and support Sales Representatives within the assigned area.

Set sales targets for the assigned territory and monitor performance against agreed KPIs.

Drive sales of the company’s detergent and cleaning products across wholesalers, distributors, retailers, institutions, and other relevant customers.

Identify and develop new markets, customers, distributors, and business opportunities within the assigned territory.

Build and maintain strong relationships with key customers, distributors, wholesalers, and other business partners.

Conduct regular market visits to monitor sales performance, product availability, customer satisfaction, and market opportunities.

Monitor competitor activities, pricing, promotions, product launches, and market trends.

Develop strategies to increase market share, product penetration, and sales volumes within the assigned area.

Ensure effective distribution and availability of company products within the territory.

Monitor stock levels with distributors and customers and coordinate with relevant departments to support uninterrupted product availability.

Review sales reports and provide regular updates on sales performance, market trends, challenges, and opportunities.

Coach, mentor, and motivate sales representatives to improve productivity and achieve targets.

Conduct regular field visits with sales representatives to support customer acquisition and sales conversion.

Monitor customer payments and work closely with the Finance Department to reduce outstanding debts.

Handle major customer complaints and ensure timely resolution.

Recommend appropriate sales promotions, discounts, and market activities to Management for approval.

Prepare and submit daily, weekly, and monthly sales and market reports as required.

Ensure compliance with company sales policies, procedures, pricing guidelines, and reporting requirements.

Perform direct sales and customer acquisition activities where necessary to support territory growth.

Qualifications & Skills.

Diploma or Bachelor’s Degree in Sales, Marketing, Business Administration, or a relevant field.

At least 4 years’ experience in sales, with a minimum of 2 years in a supervisory or Area Sales Manager role within the detergent, cleaning products, Home Care Products FMCG, or related industry.

Proven record of accomplishment of achieving and exceeding sales targets.

Demonstrated experience managing sales representatives, distributors, wholesalers, and key accounts.

Strong leadership, coaching, and team-management skills.

Excellent negotiation, communication, and customer relationship management skills.

Strong understanding of market development, territory management, and competitor analysis.

Strong planning, organization, and problem-solving abilities.

Willingness and ability to travel extensively within the assigned territory.