Territory Sales Manager

at Multichoice Ethiopia PLC
Location Addis Ababa, Ethiopia
Date Posted December 20, 2022
Category Management
Job Type Full-time
Currency ETB


Position Summery

The role holder will be responsible for executing MultiChoice Ethiopia sales strategy in the region ensuring that business plan targets are met by generating channel sales, Oversee sales pricing, planning, operational forecasting, partner management and trade marketing, Ensure that assigned channel Sales targets are met by effectively managing and generating new accounts

Key Accountabilities

Sales Execution

  • Implement the sales strategy for the region to achieve business growth objectives
  • Use customer insights to identify and evaluate strategic and innovative revenue generating sales initiatives
  • Develop a road map to identify the sales pattern in the given region taking into consideration factors, that serve as threats and opportunities
  • Launch viable regional sales projects in support of business objectives
  • Drive the transformation of the ‘Join Phase’ improved customer experience from sale to
  • activation and to provide guidance and support to counties to adopt
  • Ensure achievement of sales target for channels
  • Drive RED execution and conduct daily reviews
  • Implement Sales plan within assigned territory
  • Meet assigned sales quotas and cover designated targeted market segments
  • Understand the business environment in which the company finds itself and assist in collating marketing information where necessary, that might be useful for strategic planning efforts
  • Maintain awareness of sales activities in assigned region
  • Give feedback of competitor’s activities and changes experienced

Channel Management

  • Responsible for channel partner management
  • Implement DOSA, KAOSA to all channel partners to enhance productivity
  • Implement SRDE as per Multichoice PICOs to foster distribution excellence
  • Implement/monitor channel partners growth roadmap through strategic account plans and JBPs
  • Identify and manage existing and new channel partners within region
  • Ensure all channel incentives are aligned with organizational goals
  • Develop a strong collaborative working relationship with the channel partners
  • Harness new distribution opportunities with alternate channels
  • Monitor financial and performance targets of channel partners

Retail Account Management

  • Ensure achievement of Retail accounts sales target within your region
  • Management/retention of Retail accounts
  • Report on a weekly and monthly basis on sales performance for these accounts
  • Implement the development of sales proposals, presentations and negotiations
  • Proactively analyze customer needs and make proposals to build and maintain relationships with key players
  • Follow up on all leads for new subscribers and monitor After-Sales
  • Cascade retail channel sales objectives definition and prosecution as well as store campaign management
  • Development, implementation and control of the sales plan, training and marketing at chains of retail customers
  • Review of annual contracts

Development of New Markets

  • Identify Sales opportunities and effectively present key features and benefits of product(s) to secure new business from channels within the region
  • Maintain a database of all channels
  • Develop new market opportunities in the designated region or market
  • Maintain a database of sales leads and execute effectively
  • Identifying prospects and ensure adequate follow up to generate business opportunities
  • Arrange markets with potential customers; challenge their objections to ensure their buy-in
  • Generating sales opportunities and providing a professional and excellent level of customer service with

Sales Budget Management

  • Manage indirect channels sales budget for the designated region
  • Ensure financial plan depicts the best way to allocate resources to achieve the forecasted sales
  • Maintain proper management and control of expenditures of resources necessary to achieve the target margin
  • Review regional expenses and recommend improvements where necessary

Operation Delivery

  • Accomplish the regional sales in assigned region; communicating target expectations to indirect channel partners and reviewing compensation actions; whilst enforcing policies and procedures
  • Achieve the region’s sales operational objectives by contributing information and recommendations to strategic plans and reviews; resolving problems; identifying trends; determining the region’s sales system improvements; implementing change
  • Establish sales objectives by creating a sales plan and quota for the region in support of national objectives
  • Recommend product lines and service changes; surveying consumer needs and trends; tracking competitors
  • Implement trade promotions by publishing, tracking, and evaluating trade spending

    People Management

  • Lead the team in creating and sustaining a work environment driven by an enabling coaching culture to drive employee engagement
  •  Build and develop high performing teams and drive superior performance standards
  • 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
  • In liaison with HR, determine and analyze development needs for the team & ensure that identified training requirements are budgeted for and executed
  • Manage leave for team members and create leave plan to ensure adequate coverage
  • 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

Governance and Reporting

  • Identify process improvement areas & ensure implementation.
  •  Ensure timely, accurate, complete daily, weekly, monthly, quarterly, half yearly and annual reports.
  • Review Operations reports and provide feedback & follow up on issues noted.
  • Provide formal input into business process and area to address operations


Job Requirements

Key Internal Contacts

  • Marketing
  • Commercial Sales
  • Customer Care
  • Customer Operations
  • Digital Enablement
  • Customer Value Management
  • Customer Experience & PMO
  • Strategy
  • CII
  • Legal Regulatory
  • Finance
  • HT
  • BTD

Key External Contacts

  • Retailers
  • Distributors
  • Decoder Manufacturers
  • Installers
  • Agencies
  • Hospitality Industry
  • Other businesses

The incumbent is required to have the following qualifications and experience level

  • A first degree in any discipline. An MBA is an added advantage
  • 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
  • Deep sales and distribution knowledge
  • Proficient in computer applications
  • Commercial experience in Ethiopia
  • Experience in trade sales activations
  • Digital savvy
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