Purpose of the Position

To manage and monitor the performance of the Retail Coordinators, identify and action sale leads and ensure appropriate distribution of stock to generate a high volume of sales to customers.

Strategy Execution

Build and sustain very strong working relationships with formal retailers and maintain an optimal supermarket network.

Develop and implement sales strategies that are in alignment with the strategic objectives of the organization.

Analyze sales trends in the market and make appropriate recommendations to improve the overall sales of the organization.

Operate within the parameters of the established budget.

Achieve Sales targets for DStv product ranges from formal retailers.

Identify and action sale opportunities.

Monitor competitive activity in the various accounts and ensure appropriate response strategies are formulated and implemented.

Manage and monitor the key accounts coordinator activities, performance and recommend additional training when required.

Identify gaps in the market and display initiative to rectify these.

Target corporations and establish potential leads for the sales team.

Manage and monitor the activities and performance of the supermarkets.

Ensure that sales points of sufficient stock and other POS materials.

Ensure a smooth process for customer acquisition and retention.

Compile a monthly report of sales activities and performance.

Relationship Management

Develop a strong collaborative working relationship with the retail partners

Respond quickly to requests, work collaboratively to solve business problems, and communicate regularly with internal and external stakeholders

Reporting and Analysis

Analyse the business and service performance, providing insight that will help the retailers and grow the business in accordance with set goals

Monitor competitive effects and trends in the channel

Ensure that each report is accurate, concise, and timely

People Management

Lead the team in creating and sustaining a work environment driven by an enabling coaching

Culture to drive employee engagement.

Manage team members to ensure effective delivery of business unit objectives.

Develop a high performing team by embedding formal performance development and informal coaching.

Encourage frequent knowledge sharing between team members.

Establish direct communication with business partners, providing supports and advise.

When required, initiate disciplinary processes for team members calling on support from HR.

Resolve grievances raised by team members and escalate only if required.

Address poor performance of any team member through the formal Performance

Improvement program and ensure that continued poor performance is appropriately dealt

with.

Motivate team members and ensure that their efforts are recognized.

Ensure effective communication on key focus areas and developments.

Key Internal Contacts

MD Ethiopia

Executive Team

Group Companies (M-Net/SuperSport/DStv Online)

Broadcast technology

Regulatory

MAL RDs and GMs and functional in market heads

Key External Contacts

Third Party Vendors

Various outlet points

Installers

Bachelor’s Degree

MBA advantageous

A minimum of 5 - 7 years in a Commerce, Business Administration or sales and marketing leadership role

Strong financial acumen and experience in channel partner management

Analytics and numeracy

Deep sales & distribution knowledge

Commercial experience in Ethiopia

Functional  Competencies

Commercial Acumen

Financial Management

Negotiations Skills

Customer Relationship Management

Developing Value Proposition

Product/Brand Knowledge

Financial Management

Risk Management

Governance and Compliance

Behavioral Competencies

Persuading and Influencing

Networking

Risk Management

Negotiation Skills

Future Oriented