Area Sales Manager – Paint Industry

Job Title: Area Sales Manager – Paint Industry

Department: Sales

Reports To: GM – Sales & Marketing

Direct Reports: Sales Representatives

Location: Nairobi

1.0 Job Purpose

To achieve area sales, collection and profitability targets across Decorative, Industrial and Automotive coatings through effective sales management, customer development, institutional business development, project scouting and demand generation.

2.0 Key Working Relationships

Key Internal Relationships:

• Marketing
• Planning & Logistics
• Customer Service
• Warehousing
• Finance
• Technical / Production

Key External Relationships:

• Dealers & Distributors
• Contractors & Painters
• Developers & Applicators
• Hotels, Hospitals & Schools
• Colleges & Universities
• Embassies & Government Institutions
• Corporate Organizations
• Industrial Customers
• Automotive Dealers, Garages & Workshops
• End Customers

3.0 Key Responsibilities of the Job

• Achieve area sales, collection and profitability targets across Decorative, Industrial and Automotive coatings.
• Develop and execute sales plans to grow revenue and market share in the assigned area.
• Lead, supervise, coach and motivate the sales team to achieve their targets.
• Ensure effective market coverage and regular customer, dealer and project visits.
• Develop and maintain strong relationships with dealers, distributors, contractors, painters, developers and key customers.
• Identify and develop new dealers, customers, projects and market opportunities.
• Develop institutional business by liaising with hotels, hospitals, schools, colleges, universities, embassies, government institutions and corporate organizations.
• Identify construction, renovation, maintenance and refurbishment projects within institutions and convert them into business opportunities.
• Build relationships with procurement teams, facility managers, consultants, contractors and other key decision-makers to generate business.
• Identify opportunities for Industrial and Automotive coatings with industries, manufacturers, automotive dealers, garages, body shops and other relevant customers.
• Drive demand generation through site/project scouting and regular visits to ongoing and upcoming construction and refurbishment projects.
• Build strong relationships with painters, contractors, applicators and other influencers to create product preference.
• Drive secondary sales through dealers and distributors by creating demand at the end-user level.
• Develop and maintain a strong pipeline of customers, projects, institutional accounts and business opportunities.
• Plan and implement approved dealer, contractor, institutional and customer promotional activities.
• Identify new market segments and geographical opportunities and develop plans for business growth.
• Monitor sales, collections, stock and customer performance and take corrective action where required.
• Revive dormant and underperforming customers and develop them into active accounts.
• Monitor competitor products, prices, promotions and market activities and provide relevant market intelligence to management.
• Ensure adherence to company credit and collection policies.
• Work closely with Marketing and Technical teams on product launches, demonstrations, training and demand-generation activities.
• Recommend and support product and technical training for painters, contractors, applicators, counter staff, workshops and sales teams.
• Handle major customer complaints and ensure timely resolution.
• Ensure accurate and timely reporting of sales, collections, customer visits, projects, institutional leads and market activities.
• Work closely with other departments to ensure product availability, timely deliveries and excellent customer service.
• Identify training needs of the sales team and provide regular coaching and performance feedback.
• Ensure compliance with company policies, procedures, EHS and other applicable requirements.

4.0 Key Performance Indicators (KPIs)

• Achievement of sales and collection targets.
• Sales growth and market share.
• Sales contribution from Decorative, Industrial and Automotive segments.
• Secondary sales growth.
• New dealers and customers developed.
• Institutional accounts and projects developed.
• Industrial and Automotive business opportunities developed.
• Project/site leads generated and converted.
• Demand-generation activities and results.
• Customer retention and satisfaction.
• Sales team performance and market coverage.
• Collection and credit control.

5.0 Job Dimensions

5.1 Financial Responsibilities:

• Achievement of assigned sales and collection targets.
• Management of approved sales and promotional budgets.

5.2 Nature of Decision Making:

• Routine and non-routine sales and operational decisions within approved company guidelines.

5.3 Responsibility of Physical Assets (Custodianship):

• Working tools, equipment and other assets assigned to the position.

Requirements

6.0 Job Competencies

6.1 Academic and/or Professional Qualifications:

• Bachelor’s Degree or Diploma in Business, Marketing, Sales or related field.
• Professional qualification in Sales & Marketing will be an added advantage.

6.2 Previous Relevant Work Experience Required:

• Minimum 5 years’ sales experience, preferably in building materials or FMCG sectors.
• Experience in managing a sales team will be an added advantage.
• Proven track record of achieving sales targets.

6.3 Job Skills and Attributes:

• Strong leadership and people-management skills.
• Excellent communication and negotiation skills.
• Good customer relationship and business development skills.
• Strong planning, organizational and follow-up skills.
• Good analytical and problem-solving skills.
• Target-oriented and self-motivated.
• Good understanding of the coatings market and competitive environment.
• Ability to develop institutional, industrial and key-account relationships.
• Ability to identify and convert projects into business.
• Ability to work independently and as part of a team.
• Good knowledge of MS Office and sales reporting tools.
• Valid driving licence will be an added advantage.