الوصف الوظيفي

• Lead the sales team across bakala, HoReCa, and Small Enterprise channels to ensure sales & distribution
  objectives for brands on the marketplace are delivered as per targets for the designated geography
• Distribution:
  - Ensure acquisition of customers and train sales team to ensure the consistent value proposition
  communication and onboarding of customers as per targets
  - Set-up up permanent journey plans to service customers as per service frequency to achieve
  targeted numeric & weighted distribution for brands on the platform
  - Identify and close gaps in the distribution network through sales force allocation and route
  optimization
  - Secondary sales target design & achievement at the category, brand, and SKU levels for the sales team
  - POS merchandising execution for brands on the platform to support tertiary sales from priority
  retailers
  - Develop tools to ensure range selling KPIs are met for all brands on the marketplace in an area
  level
  - Ensure order fulfillment & follow-up is done for all customers as per the delivery promise
  - Identify new geographies for sales expansion and implement launch plans
•  Promotions:
  - Design BTL campaigns & schemes as per monthly sales objectives and competition monitoring
  in consultation with merchandising team and brand partners with associated budgeting by area
  - Identify target outlets for BTL schemes and ensure scheme uptake targets are delivered
  - Support brands on new product launch to ensure placement & sampling targets are achieved
  - Gather insights on promotion effectiveness and communicate to central merchandising teams
• Control:
  - Ensure brand pricing, promotion & visual merchandising norms are implemented in the market
  by sales team 
• Align credit to a customer with allocated targets to ensure customer working capital availability
  for a growing share of wallet
  - Monitor and control costs to serve the market and cost management of selling expenses
  - Develop and monitor sales MIS through daily, weekly and monthly reviews and improve sales
  performance of team
  - Trade Relationships:
  - Develop and maintain relationships with customers to ensure Amal is positioned as trusted
  the supplier with high reliability
  - Work jointly with key accounts to improve sales volumes and wallet share
  - Interface with local customer associations to be the voice of Amal in the local market
  - Team Enablement & Growth:
  - Deliver high team productivity through on-ground sales team training on products & brands,
  customer acquisition, selling, and closing skills
  - Mentor and motivate team members through the design & delivery of sales incentives and
  recognition programs
  - Consistently review individual team members to highlight strengths and provide feedback on
  development areas
• Brand Partnerships: 
• Partner with merchandising to acquire new brands and grow existing brands by crafting
  customized value proposition based on brand & market context
  - Work with focus brands to drive market share expansion campaigns are executed by the sales team
  and achieve targets
  - Ensure individual brand sales metrics on the platform are met
  - Process Innovation & Adherence:
  - Ensure every member of the team adopts a process-driven approach for sales management to
  ensure scalability
  - Improve process efficiency consistently to enable sales team productivity improvement and
  better customer service standards
  - Drive visibility of performance metrics across the organization through regular reviews, identify areas
  for improvement and execute special projects to deliver structural improvement

• An Ideal Candidate Profile for this Role:
  - 8-10 years of prior sales experience in Iraq, including Baghdad, for a global/regional FMCG/Electronics
  company
  - Should have directly managed a team of sales officers for the Bakala channel with responsibility for the area
  sales targets, promotional spending, and market expansion
  - Execution experience in trade scheme design, implementation, and reconciliation
• - Exposure to modern trade and Key Account Management for institutional customers is desirable
  - Proficient in interfacing with key suppliers & brands to acquire new brands and grow brand products &
  SKU share in traditional channels