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Principle Accountabilities:

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  • Set clear and SMART objectives to ensure delivery of AOP and Strat Plan in line
  • with Regional goals and cascade down to the TSO level
  • Estimate and analyze category development potential for each category and ceate subsequent plans to consistently grow shares in each category
  • Implement & cascade action plan to territory team to execute regional strategies
  • Strategize and brainstorm with RSM to drive sustainable growth objectives & re-align
  • strategy wherever necessary
  • Responsible to achieve monthly and quarterly volume targets as well as monitoring of target brand & pack wise
  • Ensure smooth flow of information to RSM & HOS to aid strategic decision making
  • & ensure all financial & sales data is factually correct
  • Monitor & manage trade discounts with TSOs month on month basis
  • Monitor & track distributor ROI and propose suggestions to leverage on distributor
  • profitability
  • Implement quality & control measures at distributor outlets – FIFO, stock numbers
  • etc.
  • Responsible
  • for depot sales tracking & to assist RSM in strategic planning against data
  • gathered on a monthly basis
  • Drive productivity optimization & motivation for TSOs and DSRs through daily
  • interaction; weekly meetings & setting smooth operating procedures
  • Assist RSM to ensure optimization of staffing requirements through liaison with HR
  • Commercial Manager
  • Accountable for improving market share through identification of untapped channels, new owns, brand and pack size & optimal rack productivity
  • Maintain a regular physical presence in the territory to ensure understanding of internal and external customer needs


  • Minimum 4-5 years relevant professional FMCG Sales working experience
  • sales system, with specialization in either financial, sales and distribution, or manufacturing
  • Experience with Go-to-Market solution such as handheld computers, sales force automation, distributor management systems desirable and a significant advantage
  • Significant experience on Sales system development, implementation and continuous improvement
  • Proven experience on project management
  • Regional and multinational corporation experience preferred
  • Prior working experience in FMCG / consumer product sectors an advantage


  • University graduate in related field
  • Literacy in both spoken & written English and Urdu and local language is a must
  • Skilled in organizing and analyzing problem or business requirement related information
  • Good listening and people interaction skills, experienced in Sales resource management


  • Strong in communication & influencing people, at ease in cooperation across different functions, geographies
  • Comfortable in working with internal service providers & external vendors
  • Mature and self-motivated Sales professional
  • Willingness and ability to pick up new skills quickly
  • Service and customer oriented
  • Ability to work with minimum supervision, seek assistance where necessary


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