Job purpose

The role of the ASM is to be the ambassador of Falco in the area that he is managing and at the same time to ensure the company’s goals are met in terms of Sales, Coverage & Collection. Ensure that the Sales Representative, Area sales supervisor (ASS) reporting to you achieve the best possible results through effective control, training, and frequent market contact with both the sales force and customers.

Duties & Responsibilities

• Grow sales with existing customers and recruit new ones.

• Set sales targets for representatives by volume and value.

• Track daily sales progress and manage daily dashboard meetings.

• Conduct weekly, mid-month, and end-of-month meetings.

• Prospect new customers across all business segments.

• Monitor competitive activities and promptly report to the National Sales Manager (NSM).

• Take direct action to improve displays and merchandising.

• Solve customer issues and coordinate decisions with the NSM for fast responses.

• Report any policy violations to the NSM immediately after taking corrective measures.

• Spend at least 4 days a week in the market with the team.

• Accompany each sales representative at least 4 times monthly and prepare visit reports.

• Provide sales representatives with feedback and follow-up objectives within 24 hours of fieldwork.

• Conduct annual and semi-annual appraisals for all sales representatives and the Area Sales Supervisor.

• Periodically review the routing plan to eliminate passive customers and focus on potential sales points.

• Ensure the routing plan includes only relevant customers.

• Support salesmen in achieving monthly coverage targets.

• Control account receivables to prevent exceeding credit limit days.

• Address and resolve collection issues promptly.

• Assist in setting credit ceilings and opening accounts for new customers in coordination with the NSM.

• Maintain high-level PR with customers to positively impact business.

• Act as a consultant, provide product knowledge training and offer personalized services.

• Oversee tasks such as invoice stopping, team transportation, and market returns.

• Ensure the sales team is well-equipped, trained, and motivated.

• Work regularly in the market with the sales team to manage customer issues, improve performance, and provide training.

• Proven sales results

• Strong customer service focus

• Excellent verbal and written communication skills

• Persuasive and goal-oriented

• Ability to assess customer needs and provide solutions for a positive experience

Competencies

Education

• High school degree or equivalent; Bachelor’s degree in business administration, business, or related field preferred

Experience

• 7 plus years of experience preferably in the FMCG field

Knowledge, Skills & Abilities

• Knowledge of the Lebanese down market with In-Depth knowledge of the territory selected to cover. 

• Basic computer skills and experience. Preferably with a Tablet or Palm experience. Knowing how to operate on QlikView is a plus.

• Ability to multitask, prioritize, and manage time efficiently.

• Able to efficiently lead a group of sales team members.

• Able to analyze data and recommend solutions