Purpose of the Position
The Area Sales Officer is the point of contact for customers and handles the distribution of the brand or set of brands within assigned outlets. The role is responsible for building and maintaining strong professional relationships with customers, ensuring visibility, achieving sales targets, and delivering high-quality customer service to all targeted channels.
Responsibilities
- Maintain complete and accurate outlet record cards for all calls and use them, together with a well-maintained sales folder, to plan upcoming calls.
- Review journey plans when territory boundaries change and specify call frequency based on outlet sales.
- Use questioning techniques to identify customer needs and engage customer interest with prepared opening statements.
- Present proposition features, advantages, and benefits effectively using selling tools.
- Summarize key customer benefits before closing and use appropriate closing techniques.
- Follow the 6 Steps Outlet Execution Excellence process and ensure outlet-specific A2QVP2 execution KPIs are delivered as required.
- Take necessary actions to meet cycle plan requirements and resolve compliance issues in consultation with customers.
- Calculate recommended order quantities using outlet sales since the last call and activity forecasts, taking account of stock levels, seasonal requirements, special occasions, weekend trade, delivery timing, and product freshness.
- Prospect routinely for new outlets, gather information on outlets about to open or not currently buying from the company, and plan initial prospecting calls.
- Prepare for prospecting calls with appropriate materials and sales tools.
- Conduct structured negotiations, remain within agreed walk-away points, use appropriate tactics, and confirm agreement details or next steps.
- Handle product complaints effectively and proactively in line with customer service standards and policies.
- Maintain standardized customer folders containing relevant customer and business information and update them monthly.
Requirements
- Bachelor's degree in Business Administration or a related field.
- More than two years of sales experience.
- Ability to lead the implementation of innovation.
- Ability to supervise and guide assigned staff, including organizing, prioritizing, and scheduling work assignments.
- Ability to maintain performance expectations with limited resources.
- Self-motivated, with excellent interpersonal and communication skills.
- Basic English communication skills; Myanmar language is required.
- Well-organized and resourceful, with the ability to work without close supervision, prioritize tasks, meet deadlines, and solve problems.
- Able to drive and possess a valid driving license.