National Sales Manager

Job Summary The National Sales Manager is responsible for developing, implementing, and executing national sales strategies that achieve brand, volume, merchandising, distribution, and profitability objectives. The role provides leadership and direction to the Sales and Merchandising Teams, ensuring the effective execution of sales plans, customer management strategies, and market development initiatives. The incumbent is accountable for driving sales growth, optimizing route-to-market effectiveness, strengthening customer relationships, monitoring market performance, and developing high-performing teams. The National Sales Manager collaborates closely with cross-functional stakeholders to deliver business objectives while maintaining high standards of customer service, operational excellence, and commercial execution. Job Responsibilities Sales Strategy and Market Development Develop and execute national sales plans that support organizational objectives and deliver agreed sales, volume, distribution, and profitability targets. Plan and implement annual sales strategies and initiatives for assigned regions and customer segments. Establish and monitor monthly sales activity targets for customer accounts and sales representatives. Drive growth of core brands and product portfolios by identifying market opportunities and implementing targeted sales initiatives. Develop promotional programs, customer incentives, commission structures, and sales initiatives that support competitive advantage and business growth. Ensure effective execution of merchandising, promotional, and distribution activities across all assigned territories. Provide timely and effective solutions to customer needs while maintaining strong business relationships. Sales Operations and Performance Management Manage the day-to-day operations of the Sales and Merchandising Teams to ensure effective execution of sales strategies and action plans. Monitor sales performance against established targets and implement corrective actions where necessary. Ensure adherence to company standards, policies, procedures, and merchandising guidelines. Monitor merchandising activities to ensure stores are properly maintained, products are effectively displayed, and equipment such as chillers are optimally utilized. Analyze sales data, market performance, and operational results to identify opportunities for improvement. Prepare and submit sales reports, performance analyses, forecasts, and other management reports as required. Financial and Account Management Manage accounts receivable (AR) activities, including collections, account reconciliations, returns, and resolution of delinquent customer accounts. Work closely with customers and internal stakeholders to address account issues and maintain healthy business relationships. Support forecasting, budgeting, and sales planning processes to ensure alignment with business objectives. Monitor customer profitability and identify opportunities to improve commercial performance. Leadership, Talent Development, and Team Management Lead, motivate, and develop Sales Representatives, Merchandisers, and other direct reports to achieve performance objectives. Implement training and development programs that enhance product knowledge, sales capabilities, and merchandising effectiveness. Provide ongoing coaching, mentoring, and performance feedback to team members. Conduct regular one-on-one meetings, performance reviews, KPI assessments, and appraisal discussions. Foster a culture of accountability, teamwork, continuous improvement, and high performance. Identify talent development opportunities and support succession planning initiatives. Customer Relationship Management Build and maintain strong partnerships with trade customers and key accounts. Provide customers with ongoing support, product information, and business solutions that strengthen long-term relationships. Identify new business opportunities and recommend service enhancements to improve customer satisfaction and business performance. Collaborate with merchandising service providers and external stakeholders to ensure effective market execution. Market Intelligence and Competitive Analysis Monitor competitor activities, pricing strategies, market developments, and industry trends. Prepare and distribute regular business intelligence reports that provide insights into market conditions and competitive activities. Stay informed about new product launches, category developments, and customer trends within the food and beverage industry. Utilize market intelligence to recommend strategic actions that strengthen competitive positioning and drive growth. Cross-Functional Collaboration Partner with the General Manager and internal stakeholders to support business planning, forecasting, and commercial strategy development. Collaborate with Brand Managers, Trade Coordinators, Merchandising Managers, Consumer Teams, Sales Teams, and Special Events Personnel to ensure alignment and execution of commercial objectives. Support the development of effective route-to-market strategies and customer marketing initiatives. Promote collaboration across departments to ensure seamless execution of sales and merchandising programs. Other Duties Perform any other related duties and responsibilities as assigned. Job Requirements, Knowledge, Skills and Abilities Education and Experience Bachelor’s Degree in Marketing, Business Administration, Sales Management, or a related discipline. Minimum of seven (7) years of progressive sales management experience within a food and beverage distribution environment. Proven experience leading sales teams and managing large customer portfolios. Experience developing and implementing sales strategies that drive business growth and profitability. Proficiency in Microsoft Office applications. Experience using ERP systems, sales management software, or operations management systems is an advantage. Knowledge Strong knowledge of sales management principles, distribution operations, and customer relationship management. Comprehensive knowledge of the company’s products, brands, and stock-keeping units (SKUs). Knowledge of merchandising principles and planogram compliance. Understanding of the food and beverage industry, market dynamics, and competitive landscape in Suriname. Knowledge of sales forecasting, budgeting, performance management, and business planning processes. Understanding of route-to-market strategies and trade marketing principles. Knowledge of accounts receivable management and commercial account administration. Skills Strategic sales planning and execution. Leadership and people management. Sales performance management and target achievement. Customer relationship management and account development. Negotiation, influencing, and relationship-building skills. Financial analysis and sales forecasting. Problem-solving and decision-making. Coaching, mentoring, and employee development. Data analysis and business reporting. Strong communication and presentation skills. Organizational and time management skills. Proficiency in Microsoft Office Suite and sales management systems. Abilities Ability to develop and execute sales strategies that achieve business objectives. Ability to lead, motivate, and manage high-performing sales and merchandising teams. Ability to analyze sales performance data and translate findings into actionable business strategies. Ability to build and maintain strong customer and stakeholder relationships. Ability to manage multiple priorities while meeting deadlines and performance targets. Ability to resolve customer and operational issues effectively and in a timely manner. Ability to identify market opportunities and respond to changing business conditions. Ability to collaborate effectively across functions and organizational levels. Ability to work independently and exercise sound judgment in decision-making. Core Competencies Strategic Thinking Leadership and Team Development Customer Focus Results Orientation Commercial Acumen Decision-Making Problem Solving Communication and Influence Relationship Management Accountability Negotiation and Persuasion Adaptability and Resilience Organizational Requirements Demonstrates alignment with the Company’s Vision, Mission, Objectives, Policies, and Procedures. Consistently demonstrates trust, integrity, accountability, and ethical conduct. Treats all stakeholders with respect, humility, professionalism, and fairness. Maintains confidentiality and professionalism in all business dealings. Demonstrates commitment to continuous improvement and organizational success. Promotes a culture of collaboration, excellence, and customer service. Consistently meets deadlines, commitments, and performance expectations.