Sales Supervisor - FMCG Sector

Job Overview

The Sales Supervisor role is designed to ensure that all cash van salesmen and down-market pre-sellers conduct sales exclusively to BCO-registered customers within their designated journey plans using handheld devices (HHC) for invoicing and collection, whether by cash or non-cash methods such as SPOS, bank transfers, and cheques.

Roles and Responsibilities

• Develop and execute customer contact plans for product launches and sales campaigns aimed at attracting potential new customers and fostering relationships.
• Serve as the primary point of contact for customer queries and complaints, addressing straightforward issues independently and escalating complex matters appropriately.
• Set clear goals for sales interactions, utilizing standard presentation materials and probing questions to understand customer interests and requirements.
• Build and maintain a personal network within the sales territory, and represent the company at trade events to generate sales opportunities and enhance brand reputation.
• Identify suitable products or services tailored to customer needs and explain offerings to encourage purchases at standard pricing and terms.
• Monitor the team’s use of CRM systems, resolving common issues and escalating serious problems to senior management.
• Promote a customer-centric focus within cross-functional teams, collaborating internally to strengthen external customer relations.
• Ensure compliance with company policies, procedures, and regulatory codes; detect and address any patterns of noncompliance within the team.
• Set personal performance goals, actively pursue achievement using company performance management tools, and manage team performance where applicable.
• Continually enhance personal skills and knowledge through formal and informal training, development planning, and industry education to maintain professional expertise.
• Perform audit activities and prepare reports on findings, including recommended corrective actions.
• Adhere to sales process compliance standards, reporting any deviations accordingly.
• Enforce 100% adherence to journey plans by all sales personnel daily.
• Validate that sales and collections are conducted strictly with customers on the journey plan and using HHC.
• Investigate suspicious sales and collection invoices and conduct monthly account reconciliations for each salesman alongside finance or HR representatives, covering stock discrepancies and financial validations.
• Manage customer accounts by ensuring proper documentation, creating accounts for eligible new customers, and closing inactive ones as per Route To Market strategy.
• Provide coaching and refresher training to salesmen on standard procedures monthly.
• Perform random validations of sales and collection invoices and weekly confirmation of statements with selected customers, escalating any compliance breaches within one business day.
• Maintain and develop strong client relationships, ensure team members understand roles and adhere to policies, and monitor receivables and deposits as per corporate standards.
• Oversee system monitoring related to salesmen accounts including SAP, BI, SFA, and GPS tracking tools.
• Manage company assets such as vehicles, handheld devices, and refrigeration equipment, ensuring proper use and maintenance.
• Implement a zero-tolerance stance on incidents involving theft, accidents, or misappropriation of company resources.

Behavioral Competencies

• Customer Focus: Builds strong relationships, listens attentively, and adapts approaches to better serve customer needs.
• Effective Communication: Delivers clear, concise messages tailored to diverse audiences while keeping stakeholders well informed.
• Accountability: Holds self and others responsible for commitments, learns from outcomes, and meets targets consistently.
• Self-Development: Proactively seeks growth opportunities and applies new skills on the job.
• Financial Acumen: Interprets financial data effectively to guide business decisions and adheres to budgetary guidelines.

Key Skills Required

• Customer-centric sales approach
• Effective communication and presentation skills
• CRM system proficiency and data monitoring
• Performance management and team coaching
• Audit and compliance adherence
• Account reconciliation and financial validation
• Strong networking and relationship building
• Sales planning and territory management
• Asset management
• Problem solving and escalation handling

Additional Information

If you meet the qualifications and are motivated to contribute effectively in a dynamic sales environment, please consider applying for this position.