Job Responsibilities

Sales Performance & Territory Management

• Own and deliver sales targets within the assigned territory (e.g., Greater Accra, Kumasi, Takoradi, and other regions).
• Develop and implement monthly, quarterly, and annual territory sales plans aligned with business objectives.
• Monitor and drive key performance indicators (KPIs), including sales turnover, distribution, market share, and profitability.
• Identify growth opportunities and execute initiatives to maximize territory performance.

Distribution & Channel Development

• Build, manage, and strengthen relationships with distributors, wholesalers, and key trade partners.
• Expand product availability and distribution across traditional trade channels, including open markets, kiosks, and wholesale outlets.
• Drive growth within modern trade accounts such as supermarkets and retail chains.
• Ensure optimal product availability, merchandising, and visibility across all sales channels.

Sales Team Leadership

• Lead, coach, and motivate Sales Representatives and Distributor Sales Representatives (DSRs) to achieve business objectives.
• Set clear performance targets and regularly monitor execution against agreed KPIs.
• Conduct field coaching and deliver ongoing training in product knowledge, sales techniques, and route planning.
• Foster a high-performance, customer-focused sales culture.

Route-to-Market (RTM) & Coverage Optimization

• Develop and optimize Route-to-Market strategies to improve sales efficiency and market coverage.
• Increase numeric and weighted distribution across assigned territories.
• Strengthen last-mile execution to ensure consistent product availability and service excellence.
• Continuously evaluate and improve route productivity and resource utilization.

Market Execution & Brand Activation

• Ensure excellent in-store execution, merchandising, and compliance with brand visibility standards.
• Plan and execute consumer promotions and trade marketing initiatives to drive sales growth.
• Monitor competitor activities, pricing, and market trends to identify business opportunities and potential risks.
• Generate actionable market insights to support commercial decision-making.

Sales Analytics & Business Planning

• Analyze sales performance using sell-in and sell-out data to identify trends and improvement opportunities.
• Monitor inventory levels to minimize stock-outs, excess inventory, and lost sales opportunities.
• Prepare accurate sales forecasts, reports, and performance reviews.
• Recommend data-driven strategies to improve sales effectiveness and business performance.

QualificationsEducation

• Bachelor's degree in Business Administration, Marketing, Economics, or a related discipline. A postgraduate qualification is an added advantage.

Experience

• Minimum of 2 years of progressive sales experience, preferably within the FMCG industry
• Demonstrated experience managing distributor-led sales operations.
• Experience working within a multinational FMCG organization is highly desirable.

Core Competencies

• Strong commercial acumen with a proven track record of delivering sales growth.
• Expertise in distributor, wholesale, and retail channel management.
• Excellent leadership, coaching, and people management skills.
• Strong negotiation, influencing, and stakeholder management abilities.
• Analytical mindset with the ability to make data-driven decisions.
• Deep understanding of consumer behavior, pricing dynamics, and pack-size strategies within the Ghanaian market.
• Excellent planning, execution, and problem-solving capabilities.

Local Requirements

• Strong knowledge of Ghana's key commercial markets, including Greater Accra, Kumasi, Takoradi, and surrounding regions.
• Good understanding of traditional trade, open market operations, and distributor networks.
• Willingness to travel extensively across assigned territories.
• Valid driver's license with the ability to conduct regular field visits is an added advantage.