Managing the work of assigned region by implementation of business processes accordingly to the standards leading to the achievement of strategic goals of Sales Department.
Training and motivating sales structures in the assigned region and ensuring the flow of information between the consultants and company headquarters.
Demonstrating leadership and being a role model in everyday field work.
The main purpose of an ASM role is to deliver the results; Sales, Sales Force and Leadership development targets set for the assigned Region.
Managing the result
Catalogue and quarterly planning of the KPI’s in the assigned region
Regular (daily, weekly, per each catalogue) analysis and monitoring of sales results. Reporting to supervisor estimations and regional KPIs
Developing and implementing necessary actions determining the execution of regional targets
Undertaking motivational activities in order to maintain high level of engagement of key Leaders in the region (recognizing best results, sharing best practices)
Regular, periodic business review with Key Leaders (1:1 meetings)
Regular, periodic business review with the supervisor
Monitoring competition on the market
Coordination and control over sales and recruitment activities in the region
Analysis of the leader’s structure effectiveness in the region
Setting individual goals for development (Business Planning Sessions)
Implementing long term structure growth plans in the region
Training and development
Implementation of training programs accordingly to the needs of sales structures in the region
Organization and independent conduction of trainings in the region
Participation at leaders training sessions to offer constant feedback to the leaders
Coordination of the cosmetic trainers’ work in order to determine appropriate training groups and beauty training subjects
Ensuring effective communication in the field (in accordance with the accepted methods and scope agreed with the supervisor)
Preparing and conducting meetings with Leaders and Consultants accordingly to the communication strategy agreed with the supervisor
Regular/effective communication of important information for the field to the supervisor, having an influence on the current Sales Department strategy.
Close cooperation with other Area Sales Managers in order to build a database of best business practices
Effective cooperation with representatives of other departments within assigned projects
Building positive relations with representatives of other departments by sharing knowledge and experience
Managing regional events
Participation in planning, execution and implementation of national conferences
Comprehensive organization of directors’ meetings and events (CLM – Catalogue Launch Meetings) for regional structures
Individual preparation of materials needed to Conduct the above mentioned meetings
Independent conduction of directors’ meetings and events (CLM – Catalogue Launch Meetings) in the region
Participation in business projects agreed with the supervisor
Communication and effective implementation of changes in the region
Monitoring of introduced changes in the region
Area Sales Manager is a person, who possesses the necessary knowledge and skills needed to achieve business goals by working with Leaders and consultants. ASM possesses analytical thinking skills needed to draw conclusions and plan actions based on KPI’s. ASM is able to set goals to the Leaders and then execute them. Moreover, he skillfully motivates Leaders to achieve the goals. Area Sales Manager must have exceptional presentation and training skills, because he leads many meetings and trainings, very often for bigger groups.
Person on this position should have the ability to easily establish contacts with other people and show empathy in interpersonal relations. One of his tasks includes establishing long term relations with Leaders.
Person on this position should be flexible and have the ability to adapt to changing reality in order to ensure the best results for the business. The candidate must also possess the following
Full understanding of the nuances and culture of the Northern Nigerian people
Willingness to travel across the states of Northern Nigeria
Knowledge & Skills:
Ability to manage the work of a big group of Leaders
Motivating a group of Leaders, supervise their work, set and enforce goals, leadership skills, charisma, ability to give feedback
Understanding business reports, drawing conclusions and creating action plans on their basis
Presentation and communication skills
Leading interesting and motivating public performances (for bigger groups up to hundreds of people). Ability to establish relations with big audience
Preparation and conduction of business trainings in order to make them understandable and interesting for the listeners.
Effective communication with each consultant, also the difficult one, good manners, ability to handle objections
Building long term relations with Leaders, being open to their needs, have positive attitude towards people, empathy. Ability to analyze problems reported by consultants and proposing solutions beneficial to both sides. Flexible attitude to problem solving
Good work organization
Good organization of one’s own work. Ability to work under time pressure.
Must be willing to travel at least 30% of the time within Nigeria and other countries
Qualification & Experience
Minimum bachelor’s degree
Minimum 3-years experience in B2B sales or FMCG
Minimum 2-years experience in managing a team
Experience in creating and leading trainings will be an asset
Experience in public speaking
Knowledge of MS Office, Excel and Power point presentation
Communicative knowledge of English would be preferred