The Sales & Marketing Manager role, specifically focusing on dairy products, is responsible for leading, managing, and developing the sales team and strategies to achieve aggressive sales and revenue targets within the designated territory or market segment. This role requires a deep understanding of the dairy industry, market dynamics, product distribution, and customer relationship management to drive market share growth for our portfolio of dairy products (e.g., milk, cheese, yogurt, butter, ice cream).
Key Responsibilities
Sales Strategy and Execution
- Develop and execute comprehensive regional or national sales strategies and plans to meet and exceed monthly, quarterly, and annual sales targets.
- Identify, develop, and penetrate new market segments, including retail, wholesale, food service (HORECA), and modern trade channels.
- Manage key accounts and maintain strong, long-lasting customer relationships with distributors, retailers, and major clients.
- Conduct regular market analysis to monitor competitor activities, pricing strategies, and industry trends to inform and adjust sales tactics.
Team Leadership and Management
- Recruit, train, motivate, and manage the sales team (e.g., Sales Executives, Supervisors, Merchandisers).
- Set individual and team sales targets, track performance, and provide coaching and performance appraisals.
- Conduct regular sales meetings and product knowledge training sessions to ensure the team is highly effective and knowledgeable.
Financial and Reporting
- Prepare sales forecasts, budgets, and expense controls, and report results to senior management as required.
- Analyze sales data, market coverage, and distribution costs to optimize profitability and operational efficiency.
- Ensure timely collection of sales proceeds and reconcile sales accounts.
Cross-functional Collaboration
- Liaise closely with the Marketing department on promotional activities, product positioning, and new product launch plans.
- Coordinate with Manufacturing, Quality Control, and Logistics teams to ensure product availability, quality standards, and efficient delivery.
- Understand and maintain compliance with all relevant food safety and import/export regulations for dairy products.
Qualifications and Experience
- Bachelor’s degree in Business Administration, Marketing, or a related field. An MBA is a plus.
- Minimum of 3 – 5 years of progressive sales experience, with at least 2 years in a management/leadership role within the Dairy or Fast-Moving Consumer Goods (FMCG) industry.
- Proven track record of achieving sales quotas and successfully managing a high-performing sales team.
