Rural Channel Manager

Location:
Port Moresby, Lae & Mt. Hagen, Papua New Guinea

Job Title:
Rural Channel Manager

Our Client

This role is for a leading global food and beverage company, operating in Papua New Guinea (PNG). The company's goal for this position is to
drive sales growth and expand its market presence in the rural areas of PNG
. The role is crucial for reaching the rural consumer base, increasing product availability, and driving business growth in these underserved areas.

Scope

The
Rural Channel Manager
reports directly to the Sales Manager - PNG within the Sales Department. The position involves developing and managing distribution channels in rural markets, building strong relationships with key stakeholders, and implementing marketing strategies to maximize brand visibility and sales. It is a managerial position within the 'Generating Demand' job family and requires leading and managing a team of rural sales agents. The role is focused on the AOA/Oceania region.

Key Responsibilities

• Channel Development
  : Develop and implement effective strategies to expand the company's presence in rural PNG. This involves identifying and evaluating potential distribution channels like Trade Stores, Table Markets, and Taka Boxes across all four regions of the country , and establishing strong relationships with channel partners to negotiate favorable terms.
• Sales Growth
  : Drive sales by increasing product availability and visibility in rural markets. Collaborate with the Sales and Marketing teams to develop and implement targeted marketing campaigns and promotions for the rural consumer base. Monitor sales performance and implement corrective actions to achieve sales targets.
• Relationship Building
  : Build and maintain strong relationships with key stakeholders, including distributors, retailers, and local authorities. Collaborate on joint promotional activities, resolve issues, and ensure smooth operations within the rural distribution channels. The manager acts as a liaison, fostering trust and partnership with the rural trade community.
• Market Analysis
  : Conduct thorough market research to understand the unique characteristics and dynamics of the rural PNG market. Identify market trends, consumer preferences, and competitor activities to develop targeted strategies and capitalize on market opportunities.
• Team Management
  : Lead and manage a team of rural sales agents, providing guidance, support, and training to help them meet targets. Foster a positive and motivating work environment that encourages teamwork and continuous improvement.
• Reporting and Analysis
  : Prepare regular reports on sales performance, market trends, and channel effectiveness. Use data to make informed decisions and adjust strategies as needed.

Qualifications

• Minimum of
  5 years of experience in sales in the FMCG (Fast-Moving Consumer Goods) industry
  in a managerial position. This experience should be related to the management of local networks, distributors, or key customers.
• Leadership
  : Proven experience in managing a team. Must possess strong leadership , collaboration, and teamwork skills.
• Business Acumen
  : Very good knowledge of sales and negotiation techniques , high analytical skills , and the ability to prepare and conduct presentations (including numerical analyses).
• Technical Skills
  : Strong computer skills, including
  very good knowledge of MS Excel
  .
• Other Attributes
  : Excellent interpersonal skills (easy networking, group collaboration) , strong time management and planning skills , problem-solving, goal orientation, resilience, adaptability, and customer focus.
• Functional Knowledge
  : Knowledge of the interrelation of key functions, including field sales, marketing, finance, HR, supply chain, technical, and global/IS/IT.
• Commercial Processes
  : Understanding of financial processes from order to cash (e.g., invoice, deduction management, pricing) , knowledge of local processes and procedures in customer management and trade management , and knowledge of integrated commercial planning.

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