Sales Supervisor - FMCG

Overview

The Sales Supervisor role is designed to oversee cash van salesmen and pre-sellers ensuring they serve only BCO-registered customers according to the designated journey plan. This position mandates that all sales invoices and collections—whether by cash, SPOS, bank transfer, or cheque—must solely be processed using handheld computers (HHC).

Key Responsibilities

• Create and execute customer contact strategies to introduce product launches and engage customers through sales campaigns, fostering new customer relationships.
• Serve as the primary contact point for customer inquiries and complaints, resolving straightforward issues and escalating complex ones as necessary to ensure customer satisfaction.
• Set precise objectives for each sales interaction, employ standardized materials to present products effectively, and ask pertinent questions to gauge customer interest and address informational needs.
• Build and nurture a personal network within the sales territory; represent the company at trade events to uncover sales prospects and boost the company’s reputation.
• Recommend suitable products or services tailored to customer requirements, explain offerings clearly, and encourage purchases under standard pricing and terms.
• Oversee team usage of Customer Relationship Management (CRM) systems, troubleshoot common issues, and escalate problems when required.
• Advocate for customer-centric practices internally by collaborating across teams to strengthen external customer relationships.
• Maintain comprehensive knowledge of company policies, regulatory codes, and standards, ensuring compliance personally and among team members; report and address any noncompliance issues promptly.
• Set and pursue performance objectives for self and team members, employing the organization's performance management tools to drive productivity and accountability.
• Continuous professional development through assessment, training, coaching, and staying updated on technological and industry best practices.
• Conduct audits, prepare compliance reports highlighting findings and corrective actions, and work within established compliance systems.
• Manage daily sales journey plan adherence, validating sales and collections strictly within assigned customers and journey plans using handheld devices.
• Perform monthly account reconciliation for salesmen in coordination with finance or HR to verify stock and collection accuracy.
• Validate and maintain customer accounts according to the company’s Route to Market strategy, including opening new accounts for qualifying clients and closing inactive ones.
• Provide coaching and refresher training sessions for new and existing sales staff on standard operating procedures.
• Perform random validations of sales and collection invoices and confirm accounts statements weekly with select customers, reporting discrepancies to channel management.
• Investigate and immediately escalate any violations of standard operating procedures within 24 hours.
• Nurture strong relationships with all assigned customers and ensure team compliance with company policies.
• Verify receivables and deposits as per company guidelines and continuously monitor salesmen accounts via SAP, BI, SFA, and GPS tracking technologies.
• Manage company assets including vehicles, electronic devices, and refrigeration equipment, enforcing strict policies against misuse or loss.

Behavioral Competencies

• Customer Focus: Builds and maintains strong customer relationships by adapting approaches to meet customer needs and improve service quality.
• Effective Communication: Delivers clear and tailored communications, listens attentively, and keeps stakeholders well informed.
• Accountability: Takes responsibility for meeting commitments, monitors performance, learns from outcomes, and embraces challenges.
• Self-Development: Pursues continuous growth by setting goals, seeking feedback, and applying new skills on the job.
• Financial Acumen: Interprets financial data effectively to support informed business decisions and adhere to budget considerations.

Skills Required

• Customer-centric sales approach
• Effective communication and presentation skills
• Relationship building and networking
• CRM system familiarity and troubleshooting
• Performance and compliance management
• Financial literacy for sales and collections
• Coaching and team leadership
• Audit and compliance knowledge
• Operational monitoring and asset management
• Problem-solving and escalation management

Additional Information

This role requires strict adherence to company policies, journey plans, and regulatory codes, with an emphasis on zero tolerance for violations such as asset misuse or financial discrepancies. The position involves regular interaction with customers and internal teams to ensure operational excellence and continuous improvement in sales performance. Frequent travel within the assigned territory might be expected to support team activities and customer interactions.