ToughStuff Regional Sales Manager Job

Job Title: Regional Sales Manager

Department: Sales

Reports to: Country Manager Kenya

The Company

ToughStuff is a rapidly expanding business that sells inexpensive renewable energy products to low-income families. The products contribute towards poverty reduction whilst creating health and environmental benefits. The organization’s is a ‘triple-bottom-line’ business that delivers strong social, environmental and financial outcomes.

Building on its unique understanding of populations in Africa, ToughStuff has developed an
Outstanding range of very affordable solar-powered alternatives to the costly and hazardous products that are currently in use.

Their unique set of products was designed following intensive market research and rigorous field studies in Africa and their portfolio is growing by the day.

To this end, they wish to recruit a Regional Sales Manager who will support trade by ensuring the design and implementation of effective marketing strategies, ensuring ambitious sales targets for the products are met as well as managing operations in the regions assigned.

Region
1. Western Region Based in Nakuru
2. Eastern Region Based in Nairobi
Key Tasks & Responsibilities

Selling & Marketing
• To sell and market ToughStuff products in the region as assigned by the company.
• To work closely and liaise with Chloride Exide RSM’s and Depot managers in managing the territory assigned
• To Increase numeric distribution in the assigned region
• To increase weighted distribution in class A and B outlets as per ToughStuff outlet classification
• To meet sales targets for assigned region
• To manage 2nd tier sales personnel referred to as Foot Soldiers in the assigned territory
• To coordinate regional training events for dealers, key accounts and ATC
• To assist NGO manager coordinate regional projects
• To focus on growing dominant market of ToughStuff product as the lighting product of choice within Kenyan households
• To proactively work to hire, train and place Foot Soldiers for dealer stores in the region assigned.
• To make a minimum of 20 sales calls per day and maximize the effective strike rate of these calls while keeping a log on all calls made and follow through.
• To monitor ToughStuff stock levels at all Chloride Exide depots in the region assigned
• To arrange and coordinate regional trade events or fairs
• To ensure placement of POS materials in key outlets
• To keep excellent customer relations and to implement the company’s sales policies.
• Advice customers on product extensions, prices, advertisements and offers.
• To monitor competitor activity and report accordingly

Reports
• To report on a weekly basis on sales performance versus target as per the company’s reporting procedure.
• Prepare the in-market sales reports on time on a monthly basis.
• Report on the stocks position of Chloride Exide depots on a weekly basis.
• To prepare monthly itinerary and supply copies to the Regional Business Development Manager.
Special Assignments & Authority
• To advise TSK management on promotional ideas and new market opportunity
• To advise management on market trends and other issues pertinent to ToughStuff Kenya business
• To efficiently manage and account for any funds sent for any promotional activity or payments for Foot Soldiers
• To generate “bottom up” quarterly forecasts to be shared before commencement of a new quarter
• To keep and maintain company records
• To manage all company assets within their control as required by company policy

Qualifications
• A university degree in a relevant field.
• A minimum of 4 years professional experience in sales force management, direct experience in selling, marketing and building distribution in Kenya.
• A proven track record in sales and marketing specifically to rural consumers is an advantage.
• Knowledge of and trusted personal contacts in the product distribution sector in the country.
• Good interpersonal and communication skills at all levels. Representative at high levels. Able to inspire trust, professionalism and confidence.
• Excellent sales ability is a must.
• Thorough understanding of rural and urban low-income consumers and strategies for selling to such customers.
• Good leadership and people management skills that motivate and coordinate a sales and social-marketing team.
• Willingness to frequently travel within the region, including occasionally to remote areas.
• Responsible and resourceful manager who operates effectively without constant supervision and is energetic, innovative and resourceful self-starter.
• Ability to produce concise and clear strategic and tactical marketing, distribution and sales plans.
• Tenacious work ethic and a sense of urgency in solving problems.
• Ease in relating to diverse audiences.
• Good verbal and written communication.

Other Vital Qualities
• Proactive, tenacious and ambitious marketing and sales professional with a track-record for achieving ambitious goals for sales & distribution of consumer products in Kenya.
• Naturally inquisitive and creative with a desire to continuously improve current business practices / processes and is able to think and act innovatively.
• Resourceful and able to achieve results in an environment that is challenging and sometimes unpredictable.
• Strong direct and remote selling skills.
• Strong negotiating skills and ability to close deals.
• An excellent manager who is able to supervise & effectively manage staff.
• A person able to bring in valuable relationships and networks in the region.

If interested, kindly send your current CV and application letter to recruitrsmke@toughstuffonline.org not later than 1st February 2011.