To manage trade operations and provide general oversight of multiple trade locations, directing daily operations to maximise profitability and minimise operational costs.<\/p>\n<\/li>\n
To manage and evaluate trade sales activities across assigned markets.<\/p>\n<\/li>\n
To establish and maintain local marketing networks to increase product visibility and sales performance.<\/p>\n<\/li>\n<\/ol>\n
The position will be based at the Guyana Head Office.<\/p>\n
The Sales Manager – Trade will report directly to the Senior Vice President – Sales and Marketing and indirectly to the Head of Business Unit.<\/p>\n
a) Develop and manage sales budgets with full accountability.<\/p>\n
b) Develop and maintain direct relationships with trade customers, architects, engineers, contractors, and other industry specifiers.<\/p>\n
c) Prepare an annual Sales Plan with quarterly reviews, updates, and revisions.<\/p>\n
d) Evaluate effectiveness of sales strategies by analysing methods, costs, and results.<\/p>\n
e) Oversee preparation and delivery of sales materials, exhibitions, and promotional programmes.<\/p>\n
f) Develop and implement sales strategies and activities to achieve and exceed sales and profitability targets while remaining within budget.<\/p>\n
g) Establish annual and monthly sales objectives aligned with the organisation’s business plan.<\/p>\n
h) Collaborate with trade teams, specifier teams, and specialised product divisions to establish market and customer targeting strategies.<\/p>\n
i) Ensure sales team members develop and maintain Sales Action Plans using approved formats.<\/p>\n
j) Hold sales team members accountable for achieving targets and completing strategic sales initiatives.<\/p>\n
k) Provide coaching and guidance to improve sales performance and support achievement of quotas and objectives.<\/p>\n
l) Support sales and operations planning processes, particularly forecasting activities.<\/p>\n
m) Implement and monitor appropriate sales metrics and Key Performance Indicators (KPIs) aligned with internal and external customer requirements.<\/p>\n
n) Analyse store and sales representative performance by reviewing expenses, profitability, and operational efficiency and implement adjustments where required.<\/p>\n
a) Ensure high standards of customer service and product quality are maintained.<\/p>\n
b) Respond to customer complaints and feedback in a timely and professional manner.<\/p>\n
c) Organise and support promotional events, product displays, and customer engagement activities.<\/p>\n
d) Ensure appropriate pricing structures are applied across product categories and customer segments.<\/p>\n
e) Conduct regular site visits to engage with staff and customers and identify operational or service improvement opportunities.<\/p>\n
f) Ensure sales teams actively promote add-on sales and cross-selling opportunities.<\/p>\n
a) Prepare for and participate in trade shows, exhibitions, and promotional campaigns.<\/p>\n
b) Represent the organisation at community and business events to increase brand awareness.<\/p>\n
c) Support development of marketing communications, promotions, packaging, point-of-sale materials, and sales support resources.<\/p>\n
d) Ensure visibility and promotion of key branded products.<\/p>\n
e) Evaluate sponsorship and promotional investments to ensure measurable return and brand exposure.<\/p>\n
f) Approve or recommend sponsorships and promotional initiatives in accordance with delegated authority limits.<\/p>\n
g) Recommend promotional strategies to regional sales and marketing leadership and implement approved initiatives.<\/p>\n
h) Suggest local marketing promotions targeting various customer segments.<\/p>\n
a) Plan and conduct team meetings to ensure compliance with operational practices, implementation of policies, and communication of organisational updates.<\/p>\n
b) Monitor performance of direct and indirect reports to ensure adherence to policies, procedures, and performance standards.<\/p>\n
c) Manage and motivate staff to maintain productivity, efficiency, and positive workplace morale.<\/p>\n
d) Conduct performance appraisals in accordance with organisational procedures, ensuring ongoing performance development and succession planning.<\/p>\n
e) Cascade annual Management by Objectives (MBOs) to direct reports using SMART principles and in alignment with Board requirements.<\/p>\n
f) Implement productivity and quality performance metrics and incentive programmes.<\/p>\n
g) Design and implement performance measurement models to support organisational growth and operational efficiency.<\/p>\n
h) Participate actively in meetings, providing strategic insight and operational recommendations.<\/p>\n
i) Demonstrate leadership behaviours aligned with organisational core values and culture.<\/p>\n
A Degree or Diploma in Business Management or a related field with at least three (3) to four (4) years of experience in sales management, preferably within the paint, coatings, or related manufacturing or distribution industries.<\/p>\n<\/li>\n<\/ol>\n
Sales planning and execution expertise.<\/p>\n<\/li>\n
Strong knowledge of local construction, painting, or coatings market segments.<\/p>\n<\/li>\n
Excellent written and verbal communication skills.<\/p>\n<\/li>\n
Proficiency in Microsoft Office applications.<\/p>\n<\/li>\n
Ability to work effectively under pressure and meet deadlines.<\/p>\n<\/li>\n
Strong presentation and negotiation skills.<\/p>\n<\/li>\n
Effective time management and analytical skills.<\/p>\n<\/li>\n
Demonstrated leadership ability with experience managing sales teams.<\/p>\n<\/li>\n
Proven experience in sales forecasting and budgeting.<\/p>\n<\/li>\n
Ability to work effectively within a team-oriented environment.<\/p>\n<\/li>\n<\/ol>\n
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