Sales Manager

The Sales Manager is responsible for leading the Sales and Merchandising functions to achieve national sales targets, brand growth, merchandising standards, and commercial objectives. The role develops and executes sales plans, drives market performance, strengthens customer relationships, and ensures efficient use of resources to deliver profitable and sustainable growth.


KEY RELATIONSHIP
Internal: General Manager, Sales Team, Consumer Team, Merchandising Manager, Trade Coordinators, Brand Managers, and Special Events Personnel.
External: Trade customers and merchandising service providers.

QUALIFICATIONS AND EXPERIENCE

• Bachelor’s degree in Marketing or a related discipline.

• Minimum of seven (7) years’ experience as a Sales Manager with a food or beverage distributor.

• Proficiency in Microsoft Office applications.

• Experience with ERP or operations software is an asset.

TECHNICAL AND BEHAVIOURAL REQUIREMENTS

• Strong knowledge of company products and SKUs.

• Working knowledge of planogram compliance.

• Sound knowledge of the food and beverage market in Guyana.

• Proven leadership and people management capability.

• Strong problem-solving, decision-making, and organizational skills.

• Excellent communication, customer service, interpersonal, and negotiation skills.

• High level of integrity, adaptability, and results orientation.

• Demonstrated alignment with the company’s vision, mission, values, policies, and procedures.

CORE VALUES AND ORGANISATIONAL EXPECTATIONS

• Demonstrate trust, integrity, and ethical conduct in all business dealings.

• Treat others with love, humility, and respect.

• Promote accountability, responsiveness, and a strong customer-focused culture.

KEY RESPONSIBILITIES

Market Strategy Development

1. Lead the day-to-day operations of the Sales and Merchandising teams and ensure effective rollout of action plans and strategic initiatives.

2. Establish and monitor monthly sales activity targets for customer accounts and sales representatives.

3. Drive growth of core brand volumes in line with agreed targets.

4. Ensure compliance with company standards, policies, and merchandising expectations.

5. Develop and execute annual sales plans for each region, including deals, commission plans, and incentives to achieve competitive results.

6. Provide timely and effective solutions aligned with customer needs.

7. Monitor merchandisers to ensure stores are properly maintained, displayed, and supported with efficient use of chillers.

Sales Planning and Monitoring

1. Manage accounts receivable activities by monitoring collections, resolving account issues, processing returns, and addressing delinquent customer accounts.

2. Prepare sales and operational reports reflecting sales activities and performance trends.

3. Partner with the General Manager on planning and forecasting and collaborate with peers to deliver effective routes to market and competitive customer marketing initiatives.

Leadership, Growth and Development

1. Implement training and development initiatives for sales representatives and merchandisers to strengthen product knowledge and selling capability.

2. Manage team performance through ongoing coaching, guidance, and capability development.

3. Remain current on new product launches, market activity, and competitor movements.

4. Build strong customer partnerships by providing support, information, guidance, and recommendations for new business opportunities and service improvements.

5. Conduct monthly one-on-one meetings, quarterly KPI reviews, and performance appraisal sessions.

Competitive Advantage

1. Monitor competitor activities and product pricing and provide weekly business intelligence reports to support commercial decision-making.

2. Support the development of competitive customer marketing strategies through strong cross-functional collaboration and market insight.