Pactrade (International) Pactrade (International)

National Sales Manager

Job Description

PacTrade 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 National Sales Manager is responsible for driving revenue growth and market share expansion across Papua New Guinea. This role involves developing and executing sales and marketing strategies, leading a sales and marketing team, managing key accounts, and ensuring alignment with overall business goals. The National Sales Manager will play a critical role in maintaining strong relationships with distributors, retailers, and customers within the FMCG sector. This position reports to General Manager, PNG.

Outcomes

Organisational Stakeholders
1. Sales and Marketing Strategy & Execution
  • Comprehensive sales strategies aligned with company objectives and market dynamics developed and implemented in PNG.  
  • Clear sales targets set and ensure the sales team understands and works towards achieving these targets.  
  • New business opportunities identified and capitalized to increase market penetration.
  • Build and maintain strong, long-term relationships with key customers, distributors, wholesalers, and retail partners.
  • Lead negotiation on contracts, pricing, and terms with strategic partners to maximize profitability.
  • Address customer concerns promptly to ensure satisfaction and loyalty.
2. Developing and growing overall business and products [sustainablity]
  • Operations plan developed in accordance with the strategic direction
    • Volume growth
    • Sustainablity
    • Competitive position improving (market share)
    • Growing image and customer preference (marketing)
  • Route Planning & Sales Operations

    • Design and optimize sales routes to maximize coverage, minimize costs, and improve delivery efficiency.

    • Monitor route performance and adjust plans based on market demand and operational constraints.

    • Ensure effective coordination with logistics and distribution teams for timely product delivery.

  • Marketing Planning & Execution

    • Collaborate with the Group marketing team to plan and implement promotional activities, trade marketing, and product launches.

    • Coordinate marketing campaigns at national and regional levels to support sales objectives.

    • Monitor the effectiveness of marketing initiatives and provide feedback for continuous improvement.
3. Department Leadership & Development
  • Compliance and Risk Management
    • Ensure all sales activities comply with company policies, legal regulations, and ethical standards.
    • Manage sales risks by monitoring credit limits, payment terms, and contract adherence.
    • Internal procedures and guidelines maintained
  • Budget preparation, monitoring and management
  • Recruit, train, mentor, and motivate the sales team to meet performance expectations.
    • Foster a positive team culture focused on accountability and continuous improvement
  • Conduct regular performance reviews and implement development plans.
    • Management through the organization performance management system
  • Prepare work plans (annual, monthly and weekly basis)
    • Delegate work and supervise staff
    • Provide guidance
4. Market Analysis and Reporting
  • Continuously analyze competitor activities, market trends, and customer feedback to refine sales strategies.

  • Prepare, review, and present comprehensive monthly sales reports including performance metrics, market insights, and forecasts to senior management.

  • Ensure sales data accuracy and integrity for effective decision-making.
5. Teamwork and cross functional colloboration
  • Cooperation within the team and greater function / department
    • Work closely with marketing, supply chain, finance, and operations teams to ensure seamless product availability and support.
    • Cooperation across functions / departments
    • Work collaboratively to achieve the set targets and goals

  • Align sales activities with overall business plans and compliance requirements.
6. Organisation's image and value standards demonstrated and promoted
  • Uphold and demonstrate the organisation's image and values
    • Act as a brand ambassador by consistently representing the company’s values, mission, and professional standards in all internal and external interactions.
    • Monitor and encourage team members to uphold image and value standards

  • Promote a positive organizational culture that aligns with company ethics and core values.

  • Maintain strict confidentiality of all sensitive business information, client data, and proprietary materials.

  • Ensure compliance with all company policies regarding data protection, privacy, and ethical conduct.

  • Handle sensitive situations with discretion and professionalism to protect the company’s reputation.

Responsibilities - Critical Competencies

Competence Description
Business
Business Performance Manage the performance of the organisation.
Communication Exchange information through verbal communication
Customer
Customer Commitment Demonstrate a commitment to customer service - both internal and external customers.
Commercial Focus Optimize the commercial viability of the organisation.
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
Degree Sales/Marketing/Advertising, Business Management or Administration

Work Knowledge and Experience

  1. Minimum 10 years of FMCG sales experience with at least 5 years in a sales management role.
  2. Strong knowledge of the PNG FMCG market, distribution channels, and consumer behavior.
  3. Proven leadership in managing sales teams and complex sales operations.
  4. Excellent negotiation, communication, and interpersonal skills.
  5. Proficiency with CRM systems, route planning tools, and MS Office Suite.
  6. Willingness to travel extensively within PNG.

Requirements

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

Interactions

Interaction Comments
Internal
Management Team
Sales Team
Finance Team
Warehouse Team
HQ Marketing Department
Supply Chain & Logistics
External
Suppliers
Customers
Community
Regulators

Attributes

Attribute Definition
Behavioural Styles
Accountable Assumes full responsibility for own actions and identifies with the success or failure of own part of the overall work/goal.
Achiever Puts in effort to achieve a desired result or goal and is motivated by this end and the overall accomplishment.
Integrity Adherence to moral and ethical principles; soundness of moral character; honesty.
Reliable Is able to be trusted to do what is expected or has been promised, puts in a great amount of effort believing in the value of work.
Interpersonal Styles
Consensus seeker Works to achieve group solidarity and general agreement and harmony.
Objective Impartial and honest in dealings with others, eliminating own feelings and view to reach a balanced judgement.
Self-sufficient and assured Readily copes with situations without recourse/need of others, showing confidence and belief in oneself and one's own abilities.
Team Oriented Enjoys being with others as part of a group or team.
Thinking Styles
Analytic Able to separate things into their constituent elements in order to study or examine them, draw conclusions, or solve problems.
Decisive Reaches conclusions, promptly and firmly.
Holistic thinker Considers issues/situations as a whole rather than analysing or dissecting the parts.
Initiative Takes action and makes decisions without the help or advice of other people.
Well organised Controls tasks in a well thought out and critical manner.


Apply Now
Port Moresby, Papua New Guinea

Location

02 May 2026

Date Posted

15 days to go

Closing Date

N/A

Salary

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