Sales Manager - POM

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Job Description

PacTrade (PNG) Limited is an established FMCG distributor of Fast-Moving Consumer Goods (FMCG) and part of CJ Patel Group of Companies in Fiji. PacTrade is represented in PNG with its Head Office in Port Moresby and a branch in Lae, Morobe Province.

The Sales Manager is responsible to oversee and lead the activities of the Sales team and manage business performance of the assigned territory and trade relationships. This position reports to the National Sales Manager, Pactrade PNG Ltd.

Outcomes

Organisational Stakeholders
1. Sales Strategies and Budgets Managed
Annual Net Sales Value (NSV) budgets achieved within the agreed targets Sales strategies implemented and managed efficiently within allocated territory Retailers provided accurate reporting on an on-going basis Promotional programs designed, implemented and managed slow moving, near expiry lines identified in a timely manner Market growth ensured new and potential customers identified on an ongoing basis periodic market and competitor surveys carried out   sales volume, product mix and selling price changing trends, economic indicators and competitor Relationships with key stakeholders managed at all times  Communication provided to Sales team on an accurate and timely basis  Marketing strategies supported  product sampling in-store displayed executed with sales team
2. Customer service demand managed
Stock requirements forecast and orders managed on an accurate and timely basis Customer evolving needs discussed on a regular basis  quality of our company's relationship with customers assessed  Territory plans developed, maintained and executed
3. Well informed management
Timeliness, quality and accuracy of daily, weekly and monthly reports to management ensured Daily operational review and report presented timely and accurately Daily operational data to the management is timely and accuracy of information maintained at all times Key performance indicators on weekly basis are informed in time Monthly report presentation is accurate and supports decision making Ad-hoc information requests by management and shareholders for decision-making purposes addressed in a timely manner
4. Effective Human Capital Management ensures a productive, stable and increasingly capable workforce
Supervision of and professional guidance to all staff ensured Training needs and competency gaps of staff assessed and managed in partnership with management and HR Department Succession planning ensured Sales force motivated to ensure high professional standards achieved and and monthly sales target and KPI target met Targets delivered through people management, performance review, reward and individual recognition
5. Safe work environment promoted and ensured at all times
Work place safety is ensured  Communication of Safety, Health and Environment to all team members are on an on-going basis Occupational Health & Safety systems promote zero workplace injury at all times Local environmental regulation is aligned with work place safety on an on-going basis Workplace hazards eliminated at all times Systems assist in the identification and elimination of work place hazards on an on-going basis
6. Organization values upheld and demonstrated at all times
Collaborate with other teams for the benefit of the organisation Monitor and encourage team members to uphold image and value standards Uphold and demonstrate the organisation's image and values Confidentiality maintained for all company data

Responsibilities - Critical Competencies

Competence	Description
Business
Planning	Deliver results by developing, reviewing or following a work plan, action plan or operational plan.
Resource Management	Deliver results through the efficient and effective allocation and use of supplies , equipment and people.
Customer
Customer Commitment	Demonstrate a commitment to customer service - both internal and external customers.
Relationship Building	Build beneficial relationships with suppliers and stakeholders.
People
Leadership	Utilise a leadership position to influence people and events and to increase performance.
Negotiation	Reach agreement through discussion and compromise.

Qualifications

Qualification	Discipline	Notes
Preferred
Diploma	Sales/Marketing/Advertising	Even Experience with 3 to 4 years similar role is adequate.
Desirable
Degree	Sales/Marketing/Advertising

Work Knowledge and Experience

1. Experience managing a high-performance sales team.
2. Ability to understand and analyse sales performance metrics
3. Solid customer service attitude with excellent communication and negotiation skills
4. Proven ability to develop and maintain supplier relationships
5. Proven work experience of at least 5 years as a Sales Manager or similar leadership role within FMCG sector

Requirements

Language Proficiency
Excellent command of English
Regulatory Compliance Requirements
Driver’s License
Police Clearance

Interactions

Interaction	Comments
Internal
Finance Team
Management Team
Sales Team
Warehouse Team
External
Customers
Regulators
Suppliers

Attributes

Attribute	Definition
Behavioural Styles
Achiever	Puts in effort to achieve a desired result or goal and is motivated by this end and the overall accomplishment.
Detail oriented	Attends to the small elements of a task/activity, ensuring completeness and accuracy.
Accountable	Assumes full responsibility for own actions and identifies with the success or failure of own part of the overall work/goal.
Resilient	Cope positively with stress and catastrophe. Bounces back from setbacks, mistakes or misfortunes.
Interpersonal Styles
Objective	Impartial and honest in dealings with others, eliminating own feelings and view to reach a balanced judgement.
Extrovert	Outgoing and showing interest in events going on around them, particularly people, new experiences and changing situations.
Team Oriented	Enjoys being with others as part of a group or team.
Thinking Styles
Disciplined/Systematic	Is controlled in conduct, shows an orderly pattern of behaviour, following a methodical and thorough approach.
Well organised	Controls tasks in a well thought out and critical manner.
Flexible/Adaptable	Readily accommodates changing circumstances, modifying own behaviour and/or views. Able to adjust easily to new conditions.