Trade Sales Manager

Job Summary The main responsibility of the Trade Channel Manager is to lead the unit sales team in delivering our GTRC’s sales fundamentals of distribution, shelving, pricing and merchandizing; thus achieving monthly and annual value and volume set targets. Responsible of developing and leading the sales team to deliver sustained competitive edge of GTRC products and range at the point of purchase for customers across the trade channel. This will play an integral role in using management skills and coaching skills to develop further the team selling skills thus achieving channel business results for all assigned categories per customer and per annual business plans. Job Responsibilities

• Advocates and upholds our Alghanim Industries vision of “To be the most successful and admired company in the region”
• Leads sales unit assigned towards the consistent attainment of GTRC sales fundamentals per supplier category and per channel / customer / outlets
• Inspires trains & motivates his team in order to achieve company monthly and yearly objectives
• Develops the selling abilities of his team in the unit through continuous training and coaching in the field
• Develop outlet sales and delivers highest numeric distribution (availability per channel distribution model) is achieved per category, brand, item and outlet
• Ensures “winning at the shelf” is a top priority and per category plan-o-grams
• Consistently looks for sales increments in his channel (and per outlet) to improve selling-in and selling-out opportunities; executes best off-shelf display standards and ensures channel display objectives (for primary shelf and from secondary displays) are measured and maximized per objectives
• Reviews daily, weekly and MTD sales per sales rep in his unit and give directions and guidance (corrective if necessary) on means and ways to improve performance and results attainment
• Works with supplier marketing departments, GTRC trade marketing & sales departments, as well as assigned customers departments to make decisions relating to growing our business results & ensuring proper volume growth, pricing, shelving; merchandising and POS material placement per brand
• Understands retailer perspective and aligns same with GTRC perspective via information gathering, mapping out of his top accounts strategy and via developing the appropriate action plans to improve business results per category and per brand for assigned customers
• With his unit and team, translates GTRC sales activities into specific action plans & objectives to improve distribution, share of shelf, share of display, market share & other GTRC KPI’s per category, brand and outlet
• Performs detailed analysis of trends and progress of brand shares, category sales, promotion evaluation & volume performance per outlet, customers and channel assigned
• Carries out quarterly business reviews and per need, monthly sales meetings for his channel, and weekly meetings with sales unit
• Spends minimum 70% of his time in the field with his sales team in the channel and documents a proper in-the-field contact and on-the-job training reports

• Bachelor's degree
• Minimum 8 years of proven sales/marketing experience in FMCG - Sales experience preferably in Traditional Trade
• At least 5 years as a managerial role
• Must have a valid Kuwait driving license
• Bilingual (Arabic/ English) is a must
• Strong personality, self-confident and patient
• High leadership qualities
• Training and coaching of sales team
• Initiative, follow through & priority setting
• Effective communication skills
• Problem solving
• Analytical thinkin