Melvins Teas – Territory Sales Manager.

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Location: Head Office

Department: Sales Department

Position Reports To: National Sales Manager

Job Purpose Summary

  • Developing and implementing effective sales strategies
  • Leading nationwide sales team members to achieve sales targets
  • Establish productive and professional relationships with team in assigned customer accounts

Key Responsibilities and Accountabilities

  • Analysis and interpretation of sales data that aids in prompt and effective decision making.
  • Develop grassroots market so as to increase penetration from the current sales target to the set targets
  • Build a solid distribution network from the agents to the small retailers.
  • Management of the sales forecasting process (in conjunction with Marketing and Sales) that seeks to achieve the sales objective, proper product mix eliminates out- of – stock / Over – stock / obsolescence.
  • Timely liaison with the production staff to ensure they prepare the required product mix.
  • Prepare periodic reports for the management.
  • Review of monthly sales performance taking appropriate remedial actions where adverse sales variances are noticed to realign sales performance to required sales targets.
  • Sales Business Processes: Develop consistent sales process, policies, and rules of engagement, ensure these processes are enforced through the Sales Administrator.
  • Boosting sales activities to meet expected sales target, monitoring and evaluation and continuous improvements.
  • Recruitment of well resources agents/distributors
  • Monitoring of sales team performance to ensure they achieve set targets and operate within set guidelines.
  • Oversee the development of an up to date customer list that captures the sales activity of all retail customers thereby identifying opportunity and gaps.
  • Maintain strong, cordial relations with customers.
  • Conduct regular trade visits identify challenges in the market build relationship and realign sales team to achieve set objectives
  • Address sales challenges identified in the market during trade visits.
  • Capture accurate and reliable market intelligence for the assigned region
  • Overseeing customer’s accounts to ensure that the sales team keeps them within the approved criteria and corrective action is taken where applicable.
  • Ensure all retail customers carry adequate stocks to enable across the range pull through, by the sales representatives.
  • New business development. Entering into new markets and generating innovative ideas to capitalize on them. Increasing sales coverage area, strengthen presence locally and regionally
  • Managing distributors & recommending new distributor appointments in the region.
  • Ensure all orders are delivered on time and also ensure that customer complaints and queries are addressed promptly.
  • Overseeing timely debt collection with the help of the KAM.
  • Assist in optimizing investment in trade promotional activities focused on growth of more profitable account and administration costs and other approved accounts such as rebates, discounts, merchandising fees, advertising allowances.
  • People management: frequent engagement and constant evaluation of employee wellness.
  • Recommending on Sales Department training.

Knowledge, Skills and Experience

  • A graduate from a recognized university with a degree in business related fields.
  • 7 years F.M.C.G experience in sales administration/Customer Service.
  • Knowledge of base-line general management (sales and marketing principles).
  • High level of numeracy and ability to understand and analyze.
  • Excellent communication, interpersonal and negotiation skills.
  • Bias for action (with positive return).
  • Computer literacy with fluency in major office software packages.
  • Exposure and experience with ERPs

Working Relationships

  • Internal – Production Department; highly dependable on their efficiency
  • Accounts Department; management information for decision making.
  • Sales Department : Analysis of sales
  • External – Customers, distributors/agents. Sales outlets

Sources of References

  • Company Directors
  • General Manager, National Sales Manager, Key accounts manager, Marketing Executive
  • Financial Accountant and Credit Controller
  • Operations Department,
  • Production Manager
  • Human Resources Department

Key Success Factors

  • Meet sales performance targets
  • Growth of market segements
  • On time performance, work ethic and quality of the Sales Team
  • Monitoring of direct reports and peers
  • A motivated sales team
  • Supply Chain Management
  • Trend analysis & proposed action plans

How to Apply

Applications to be emailed to




Melvins Teas About Us » Melvins Teas

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