Regional Sales Manager

1. Introduction

These Terms of Reference (TOR) outline the responsibilities, reporting structure, and key performance indicators (KPIs) for the Regional Sales Manager - Bulk Meat Sales at UpTrade in Karachi. This role is responsible for securing new customer accounts in the bulk meat buying segment, including large buyers like grocery chains, bulk sellers and independent butchers, and structuring profitable sales deals for sale of white label meat carcass for mutton, veal and beef.

2. Objectives

• Develop and implement a comprehensive regional sales strategy for bulk meat sales to targeted customer segments.
• Identify and qualify new leads for potential bulk meat buyers (whole sellers, grocery chains, independent butchers, meat brands).
• Build strong and lasting relationships with key decision-makers within customer organizations.
• Negotiate and structure profitable sales contracts for whole carcass sales of UpTrade's meat products.
• Achieve or exceed pre-defined sales targets for volume and revenue.
• Monitor market trends and competitor activity in the bulk meat sales sector.
• Uphold UpTrade's commitment to ethical sourcing and quality standards during customer interactions.

3. Responsibilities

Sales Strategy & Planning:

• Develop and implement a regional sales strategy for bulk meat products, targeting specific customer segments (Exporter,s  independent butchers, meat brands).
• Analyse industry and customer data to identify customer needs, buying patterns, and pricing trends.
• Establish clear sales targets for volume and revenue growth.

Lead Generation & Qualification:

• Proactively identify and qualify potential new bulk meat buyers through market research, industry events, and lead generation activities.
• Develop qualification criteria to assess the potential profitability and sustainability of new customer accounts.

Customer Relationship Management:

• Build strong and long-term relationships with key decision-makers within customer organizations.
• Maintain regular communication with customers, providing updates on product availability, pricing, and market trends.
• Address customer concerns and inquiries promptly and professionally.
• Foster trust and loyalty with customers through exceptional service.
• Negotiate payment terms and protect from payment risk or delayed payments.

Sales Negotiation & Contract Structuring:

• Lead sales negotiations with potential customers, presenting UpTrade's value proposition and competitive advantages.
• Coordinate with procurement team to align quality, quantity and pricing of products to ensure profitability.
• Secure profitable sales contracts for whole carcass sales, ensuring alignment with UpTrade's pricing strategies and margins.
• Close deals efficiently and effectively, minimizing negotiation time while maximizing deal value.

Market Intelligence & Reporting:

• Stay informed about market trends, competitor activity, and fluctuations in meat prices.
• Gather and analyze market data to identify sales opportunities and adjust strategies as needed.
• Prepare regular reports on sales performance, market trends, and customer feedback.

4. Reporting Structure

The regional sales manager - Bulk Meat Sales reports directly to the CEO and Deputy and build and manage a team of Sales Representatives as required.

5. Performance Evaluation

Performance will be evaluated based on the following key performance indicators (KPIs):

• Achievement of Sales Targets: Volume and revenue growth from new and existing bulk meat customers.
• Customer Acquisition Rate: Number of new bulk meat buyer accounts secured.
• Average Deal Value: Profitability of sales contracts for whole carcasses.
• Customer Retention Rate: Maintaining positive relationships and repeat business with existing clients.
• Successfully negotiated favorable terms of payments and ensured timely payment on contracts fulfilled
• Market Intelligence & Reporting: Providing valuable insights and data on market trends.
• Ethical Sourcing Compliance: Representing UpTrade's ethical sourcing practices and commitment to quality.

6. Additional Considerations

• The Regional Sales Manager is expected to travel extensively throughout the region to meet with potential and existing customers.
• Excellent communication, negotiation, and interpersonal skills are crucial for building strong relationships and closing deals.
• Strong understanding of the bulk meat sales industry, pricing trends, and customer needs is essential.
• Ability to work independently and as part of a team to achieve sales goals.

By fulfilling these responsibilities, the Regional Sales Manager - Bulk Meat Sales will play a critical role in UpTrade's growth and success by expanding its customer base in the bulk meat segment and securing profitable sales contracts.

Remuneration includes sales based incentives in form of generous commissions