Sales Control Manager

KT&G Global Kazakhstan is excited to welcome a professional to join our dynamic team in Almaty! If you're passionate about making an impact, this opportunity is for you.

Key Tasks and Responsibilities:

Sales Performance Management and Control

• Track and control Sales Field Force team performance against set targets, provide regular feedback.
• Establish clear KPIs and individual performance targets for Sales Field Force Team.
• Monitor sales performance on a regular basis, analyze deviations, and initiate corrective actions.
• Oversee sales forecasting, budgeting, and performance reporting to management.
• Evaluate efficiency and productivity of sales channels and field operations.
• Implement actions resulting in distribution development and motivate team members to reach set goals.
• Control correct input of all the information in sales information system, track and provide timely feedback to subordinates.
• Coordinate and control execution of planned activities aimed to increase handling & visibility of KT&G brands and exclude OOS situations.
• Deliver field and in-class trainings for subordinates and fulfill field audits of tasks execution.

Field Sales and Distribution Management

• Manage and optimize the field sales organization by setting objectives, tracking results, and supporting achievement of business outcomes (sales volume, numeric and weighted distribution, assortment expansion, brand awareness).
• Coordinate and align activities with Distributor branches to ensure effective execution of sales plans across all regions.
• Support expansion of the active customer base and acquisition of new customers through structured market approaches.
• Search for new POS, deliver the information and documents to Distributor.
• Collaborate with WS to ensure distribution of KT&G product in stores which cannot be covered by distributor.
• Equipment and POSM placement in best POSs to enhance product exposure to consumers.
• Increase of distribution and assortments of KT&G brands on all levels of distribution (Distributor, WS, Redistributor stores).
• Lead sales and market monitoring activities in cooperation with relevant departments (Marketing, Finance, Supply Chain).
• Analyze market trends, competitive activities, pricing dynamics, and customer behavior.

Leadership and Team Management

• Lead, develop, and motivate a large sales and marketing team through clear goals, coaching, and performance reviews.
• Build a performance-driven culture focused on accountability, collaboration, and continuous improvement.
• Ensure alignment and effective collaboration between sales and marketing teams.

Analytics and reporting

• Get clear understanding of the current distribution coverage and way of operation (based on communication with Distributor’s sub-organizations and branch management).
• Prepare Distributor analysis of weekly/monthly sales dynamics, of POS per day/per SR.
• Prepare the branch analysis: AC Nielsen data, Distributor's sales data, marketing activities, coverage data, motivational program, installed equipment.
• Prepare and share launch reports and evaluate sales of new brands.
• Ensure regularity and accuracy of reporting (Weekly/Monthly).
• Brief FF to collect feedback from redistributors for new launches, equipment and POSM.
• Regular reporting from sales information system, Involve data analyst when needed.

Key Requirements

Education

• Bachelor's or Master’s degree in Marketing, Sales, Business Administration, Economics, Project management, or related fields.

Experience

• At least 7 years’ experience in sales management, preferably in FMCG, retail, or distribution-driven businesses.
• Proven experience managing large, geographically dispersed sales teams.
• Strong background in sales performance management, planning, and analytical control.
• Exposure to tobacco/FMCG/pharma sectors is a plus.
• Experience in running sales force or distribution teams.

Skills and Tools

• English language proficiency at B2 level (intermediate) or above.
• Advanced sales planning, forecasting, and KPI management skills.
• Leadership and people management capabilities with experience in driving performance at scale.
• Excellent communication, negotiation, and stakeholder management skills.
• High level of commercial acumen and result orientation.
• Proficiency in MS Excel and other digital tools;
• Ability to work with CRM (Salesforce, CRM, Microsoft Dynamics 365 or equivalent) and WMS systems (Oracle WMS, SAP EWM, Blue Yonder or equivalent).
• Proficiency in sales analytics tools is an advantage.