{"@context":"https://schema.org/","@type":"JobPosting","title":"Sales Manager","description":"<h4></h4><h4>THE MAIN PURPOSE OF THE JOB</h4><p>To lead, manage and grow sales performance within an assigned region, territory or customer portfolio by implementing approved sales strategies, managing key customer relationships, supervising sales teams, driving achievement of revenue and volume targets, improving market coverage, ensuring effective customer service, monitoring competitor activity and supporting profitable business growth in line with company objectives.</p><h4>KEY DELIVERABLES</h4><h4></h4><h4>1. REGIONAL SALES PLANNING AND EXECUTION</h4><ul><li>Develops and implements the sales plan for the assigned region or territory in line with the approved Sales and Marketing strategy.</li><li>Approved regional or territorial sales plan.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Breaks down approved sales targets by customer, territory, product category and sales team member.</li><li>Target allocation schedule.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Prepares sales forecasts and submits them for consolidation into the company sales plan.</li><li>Sales forecast submitted on time.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Identifies growth opportunities, under-served markets and customer development priorities within the assigned region.</li><li>Growth opportunity reports and customer development plans.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Implements approved corrective action plans where sales performance is below target.</li><li>Corrective action plans and improved sales performance.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>2. SALES REVENUE AND VOLUME MANAGEMENT</h4><ul><li>Drives achievement of monthly, quarterly and annual sales revenue and volume targets for the assigned region or territory.</li><li>Sales targets achieved and monthly sales reports submitted.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Reviews sales performance by customer, product category, territory and Sales Representative.</li><li>Sales dashboards and variance reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Monitors daily, weekly and monthly sales trends and escalates performance risks timeously.</li><li>Sales trend reports and escalation reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Ensures that sales are generated in line with approved pricing, discounting, credit and trading terms.</li><li>Pricing compliance reports and reduced pricing leakage.</li><li><strong>Executive:</strong> Sales and Marketing / Finance</li><li>Ensures that the sales team focuses on profitable sales growth and not only volume growth.</li><li>Margin reports and customer profitability reviews.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>3. CUSTOMER AND KEY ACCOUNT MANAGEMENT</h4><ul><li>Manages customer relationships within the assigned region to support sales growth, customer retention and service excellence.</li><li>Customer engagement and retention reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Supports Key Account Managers in developing and implementing customer account plans.</li><li>Approved key account plans.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Reviews major customer performance against agreed targets, trading terms and product mix expectations.</li><li>Key account performance reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Resolves escalated customer complaints relating to sales, pricing, stock availability, service delivery and account management.</li><li>Customer complaints register and resolved customer issues.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Identifies opportunities for additional listings, new product placement, cross-selling and increased customer wallet share.</li><li>New listing reports and customer growth plans.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>4. TERRITORY AND ROUTE-TO-MARKET MANAGEMENT</h4><ul><li>Designs and reviews territory coverage plans for Sales Representatives in the assigned region.</li><li>Territory coverage plans and route plans.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Ensures that customers are visited according to approved call cycles and service standards.</li><li>Call cycle compliance and customer visit reports.</li><li>Reviews field sales activity reports to assess productivity, customer coverage and order conversion.</li><li>Field activity and sales productivity reports.</li><li>Identifies gaps in route-to-market execution and recommends improvements to improve market penetration.</li><li>Route-to-market improvement proposals.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Coordinates with merchandising and operations teams to improve availability, visibility and customer service in the region.</li><li>Improved shelf availability and reduced service gaps.</li><li>5. SALES TEAM SUPERVISION AND PERFORMANCE MANAGEMENT</li><li>Assigns duties, territories and performance targets to Key Account Managers, Sales Representatives and Sales Co-ordinators.</li><li>Signed performance targets and workplans.</li><li>Conducts regular sales meetings to review performance, address challenges and agree corrective actions.</li><li>Sales meeting minutes and action trackers.</li><li>Coaches and mentors the sales team to improve selling skills, customer engagement, negotiation and execution discipline.</li><li>Coaching records and improved team performance.</li><li>Conducts performance reviews and recommends development, recognition or corrective action where appropriate.</li><li>Performance review records and development plans.</li><li><strong>Executive:</strong> Sales and Marketing / HR</li><li>Ensures discipline, attendance, ethical conduct and professionalism within the sales team.</li><li>Improved discipline, attendance records and reduced misconduct cases.</li><li><strong>HR / Executive:</strong> Sales and Marketing</li></ul><h4>6. SALES ADMINISTRATION AND CO-ORDINATION</h4><ul><li>Ensures that Sales Co-ordinators and sales support staff provide accurate and timely administrative support to the sales team.</li><li>Accurate sales administration records.</li><li>Reviews order documentation, customer records, sales reports and activity reports for completeness and accuracy.</li><li>Accurate order and sales documentation.</li><li>Ensures that customer information, contact details, trading terms and account records are regularly updated.</li><li>Updated customer database.</li><li>Ensures that regional sales reports are submitted within agreed timelines.</li><li>Reports submitted on time.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>7. MARKET INTELLIGENCE AND COMPETITOR MONITORING</h4><ul><li>Collects and reviews market intelligence on competitor pricing, promotions, product availability and customer activity.</li><li>Competitor intelligence reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Monitors changes in customer demand, consumer behaviour and regional trading patterns.</li><li>Market trend reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Provides recommendations to improve pricing, promotions, product mix and customer targeting.</li><li>Commercial recommendations.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Escalates market risks, emerging threats and competitor activity that may affect sales performance.</li><li>Escalation reports and risk mitigation actions.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>8. PROMOTION AND TRADE EXECUTION</h4><ul><li>Implements approved trade promotions, customer campaigns and sales activations.</li><li>Promotion execution reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Ensures that promotional activities are communicated to customers and the sales team.</li><li>Promotion communication records.</li><li>Reviews promotional performance against sales uplift, customer participation and return on investment.</li><li>Promotion evaluation reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Coordinates with Marketing and Merchandising teams to ensure proper in-store execution of approved campaigns.</li><li>Campaign execution reports and merchandising feedback.</li></ul><h4>9. CREDIT, PRICING AND MARGIN CONTROL SUPPORT</h4><ul><li>Works with Finance and Credit Control to monitor customer credit exposure, overdue accounts and payment risks.</li><li>Credit risk reports and customer follow-up records.</li><li><strong>Finance / Executive:</strong> Sales and Marketing</li><li>Ensures that the sales team does not commit to unauthorised discounts, rebates or trading terms.</li><li>Discount compliance reports and reduced unauthorised commitments.</li><li><strong>Executive:</strong> Sales and Marketing / Finance</li><li>Reviews sales performance with attention to margins, product mix and customer profitability.</li><li>Margin analysis reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Supports collection efforts through customer engagement where required, without replacing the Finance function.</li><li>Improved customer payment follow-up.</li><li>Finance</li></ul><h4>10. BUDGET AND COST CONTROL</h4><ul><li>Manages sales expenditure in line with approved budgets and company procedures.</li><li>Budget compliance reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Monitors travel, customer engagement, promotional and sales operating costs within the assigned region.</li><li>Monthly cost reports and variance explanations.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Recommends cost-effective ways to improve sales coverage and productivity.</li><li>Cost improvement proposals.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>11. INTERNAL STAKEHOLDER CO-ORDINATION</h4><ul><li>Liaises with Operations, Warehousing and Logistics to support customer order fulfilment and product availability.</li><li>Order fulfilment follow-up reports.</li><li>Liaises with Finance on customer accounts, credit limits, pricing, invoices and payment issues.</li><li>Resolved account issues.</li><li>Liaises with Marketing on campaigns, promotions, activations and customer communication.</li><li>Coordinated campaign execution.</li><li>Liaises with Merchandising to ensure product visibility and in-store standards in the assigned region.</li><li>Improved merchandising compliance.</li><li>Liaises with HR on recruitment, discipline, performance management and training needs for the sales team.</li><li>HR action plans and training needs submitted.</li><li><strong>HR / Executive:</strong> Sales and Marketing</li></ul><h4>12. REPORTING AND MANAGEMENT INFORMATION</h4><ul><li>Prepares weekly and monthly sales reports for the assigned region or territory.</li><li>Weekly and monthly reports submitted on time.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Reports on sales performance, customer performance, sales team productivity, market intelligence and regional risks.</li><li>Comprehensive sales report.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Provides explanations for variances between actual sales and targets.</li><li>Variance analysis reports.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Maintains accurate records of customer engagements, sales activities and agreed action plans.</li><li>Updated records and action trackers.</li></ul><h4>13. COMPLIANCE, GOVERNANCE AND RISK MANAGEMENT</h4><ul><li>Ensures that the sales team complies with company policies, procedures and approved sales practices.</li><li>Compliance reports and reduced policy breaches.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Ensures ethical customer engagement and prevents unauthorised commitments, misrepresentation or misuse of company resources.</li><li>Ethical compliance and reduced misconduct cases.</li><li><strong>Executive:</strong> Sales and Marketing / HR</li><li>Identifies sales risks within the assigned region and recommends mitigation actions.</li><li>Sales risk register and mitigation plans.</li><li><strong>Executive:</strong> Sales and Marketing</li><li>Complies with applicable health, safety and operational requirements during field visits and customer engagements.</li><li>Safety compliance and nil avoidable incidents.</li></ul><h4>14. ANY OTHER RELATED DUTIES</h4><ul><li>Performs any other related duties as assigned by the Executive: Sales and Marketing.</li><li>Assigned duties completed accurately and timeously.</li><li><strong>Executive:</strong> Sales and Marketing</li></ul><h4>KEY DECISIONS MADE</h4><ul><li>Decides on day-to-day sales priorities for the assigned region, territory or customer portfolio.</li><li>Decides on allocation of customer visits, territories and sales activities among direct reports.</li><li>Decides on immediate corrective actions required to improve sales performance.</li><li>Recommends customer growth plans, promotional priorities and route-to-market improvements for approval.</li><li>Recommends performance management, disciplinary and development interventions for direct reports.</li></ul><h4>SUPERVISORY CONTROLS</h4><p>Supervision received</p><p>Receives supervision from the Executive: Sales and Marketing through sales review meetings, performance reports, budget reviews, customer performance reviews and regular operational discussions.</p><p>Supervision given</p><p>Supervises Key Account Managers, Sales Representatives, Sales Co-ordinators and other allocated sales support staff through daily engagement, weekly sales meetings, field visits, performance reviews, coaching sessions and monthly reporting processes.</p><h4>KEY CONTACTS AND PURPOSE</h4><ul><li>External contacts</li><li><strong>Key customers:</strong> to manage sales performance, service delivery, customer retention and growth opportunities.</li><li>Retailers, wholesalers and distributors: to negotiate sales opportunities, monitor product availability and resolve customer concerns.</li><li><strong>Trade partners:</strong> to support promotions, product launches and market development initiatives.</li><li>Customer procurement and store management teams: to manage order flow, listings, complaints and promotional execution.</li><li>Internal contacts</li><li><strong>Executive:</strong> Sales and Marketing: for direction, approvals, sales reporting and performance review.</li><li><strong>Marketing Manager:</strong> for promotional campaigns, customer communication and market activations.</li><li><strong>Merchandising Manager:</strong> for product visibility, shelf availability and in-store execution.</li><li><strong>Finance Department:</strong> for customer accounts, payment follow-up, credit limits and pricing controls.</li><li>Operations, Warehousing and Logistics: for order fulfilment, stock availability and customer service.</li><li><strong>Human Resources:</strong> for recruitment, discipline, training and performance management support.</li><li><strong>Business Analyst:</strong> for sales data, dashboards and performance analysis.</li></ul><h4>PLANNING</h4><ul><li>Regional or territorial sales plans to be prepared in line with the annual sales planning cycle.</li><li>Monthly sales targets to be communicated to the sales team before the start of each month.</li><li>Weekly sales reports to be submitted by the agreed weekly deadline.</li><li>Monthly sales reports to be submitted by the agreed management reporting date.</li><li>Customer visit plans and call cycles to be reviewed regularly.</li><li>Corrective action plans for underperformance to be developed and implemented within agreed timelines.</li><li>Performance reviews for direct reports to be completed in line with company performance management requirements.</li></ul><h4>EDUCATION</h4><p>Diploma in Sales</p><h4>POST-SCHOOL QUALIFICATIONS</h4><ul><li>A degree or diploma in Sales Management, Marketing, Business Management, Commerce, Business Administration or a related field.</li><li>A postgraduate qualification in Sales, Marketing or Business Management is an added advantage.</li><li>Professional training in key account management, sales leadership, negotiation, customer relationship management or route-to-market execution is an added advantage.</li></ul><h4>EXPERIENCE</h4><ul><li>At least five to seven years’ experience in sales, key account management or regional sales management.</li><li>At least three years’ experience supervising a sales team.</li><li>Experience in FMCG, manufacturing, distribution, wholesale, retail or a high-volume trading environment is preferred.</li><li>Demonstrated experience in achieving sales targets, managing customer relationships, leading sales teams and using sales reports to drive performance.</li><li>Experience in working with regional sales structures, field sales teams and customer account plans.</li></ul><h4>COMPETENCIES</h4><ul><li>Regional sales management.</li><li>Customer relationship management.</li><li>Key account management.</li><li>Commercial awareness and margin sensitivity.</li><li>Sales planning and execution.</li><li>Negotiation and persuasion.</li><li>Territory and route-to-market management.</li><li>People supervision and performance management.</li><li>Analytical thinking and sales reporting.</li><li>Problem-solving and decision-making.</li><li>Communication and stakeholder management.</li><li>Ethical conduct and policy compliance.</li><li>SUMMARY OF INDICATORS OF THE JOB SIZE IN THE ORGANISATION</li><li>Sales performance of the assigned region, territory or customer portfolio.</li><li>Direct supervision of allocated Key Account Managers, Sales Representatives, Sales Co-ordinators and sales support staff.</li><li>Customer relationship management within the assigned region or territory.</li><li>Regional sales execution, market coverage and customer development.</li><li>Achievement of approved revenue, volume and customer growth targets.</li><li>Sales reporting, variance analysis and corrective action implementation.</li></ul><h4>HAZARDS AND SAFETY REQUIREMENTS</h4><ul><li>The role involves office work, field sales visits, customer visits, route visits, trade visits and travel within the assigned region or territory. The incumbent is required to comply with company health, safety and security procedures.</li><li>Wearing prescribed personal protective equipment when visiting operational sites, warehouses, loading areas or customer premises where required.</li><li>Observing road safety requirements during field travel and customer visits.</li><li>Complying with customer site safety rules during trade and customer engagements.</li><li>Ensuring that direct reports observe company safety requirements during field sales activities.</li></ul>","identifier":{"@type":"PropertyValue","name":"ipcjobs.org","value":"IPCJ-002561"},"datePosted":"2026-11-03","validThrough":"2026-11-17T21:59:59.000Z","employmentType":"FULL_TIME","hiringOrganization":{"@type":"Organization","name":"A leading Harare human resources organisation"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Harare","addressRegion":"Harare","addressCountry":"ZW"}},"directApply":true}