Job Advert: Country Sales Manager – Ethiopia

Location: Ethiopia (Must be a resident)
Reporting To: Distributor Manager / Regional Commercial Lead

Contract Role

About the Role

Our client is seeking a highly driven and experienced Country Sales Manager – Ethiopia to lead in-market execution and drive commercial success. This role is pivotal in ensuring strong distributor performance, optimal product availability, and excellent trade execution across all channels.

You will play a key leadership role in managing distributor operations, guiding sales teams, and delivering sustainable growth in a dynamic FMCG environment.

Key Responsibilities

Distributor Management & Sales Operations

• Manage daily engagement with the appointed distributor to ensure efficient sales operations
• Support distributor performance through:
  • Sales tracking and performance monitoring
  • Stock management and replenishment
  • Payment tracking and compliance
• Maintain optimal stock levels and minimize out-of-stock risks

Sales Execution & Market Coverage

• Guide and influence distributor sales teams to ensure:
  • Strong product representation in all orders
  • Effective distribution across wholesalers, modern trade, pharmacies, and retail
• Drive product availability, visibility, and merchandising standards

Trade Execution & POSM Management

• Oversee planning and execution of POSM (Point of Sale Materials)
• Ensure high-quality implementation of trade campaigns and promotions
• Align all trade activities with brand and commercial strategies

Market Intelligence & Reporting

• Monitor and report on:
  • Market trends and competitor activity
  • Pricing and promotional insights
• Provide actionable insights to support strategic decisions

Performance Reporting

• Deliver accurate and timely:
  • Weekly sales and activity reports
  • Monthly performance and stock reports
  • Quarterly business reviews

Claims & Administrative Support

• Assist with claims documentation and submission
• Ensure adherence to company policies and audit requirements

Team Leadership

• Lead and manage a team of Sales Representatives
• Drive performance through coaching, training, and development
• Ensure alignment to business objectives and execution excellence

General Business Support

• Support broader business operations and market development initiatives as required

Qualifications & Experience

• Bachelor’s degree in Commerce, Business Administration, or related field
• Minimum 5 years’ FMCG sales and distribution experience
• Proven track record in managing distributors and driving execution
• Strong leadership and team management skills
• Solid understanding of the Ethiopian FMCG landscape
• Must be currently residing in Ethiopia

Key Skills & Competencies

• Strong commercial acumen and analytical capability
• Excellent communication and stakeholder management
• Ability to influence and drive distributor team performance
• Highly organized with strong attention to detail
• Proficiency in sales reporting and data analysis
• Results-driven with a proactive, hands-on approach

Key Performance Indicators (KPIs)

• Sales growth and market share expansion
• Distribution reach and product availability
• Trade execution quality (POSM and promotions)
• Stock management efficiency
• Accuracy and timeliness of reporting
• Team performance and execution standards

Why Apply?

This is an exciting opportunity to take ownership of a key market, influence commercial outcomes, and lead high-performing teams within a fast-paced FMCG environment.

#LI-DNP #LI-CES 

IQVIA is a leading global provider of clinical research services, commercial insights and healthcare intelligence to the life sciences and healthcare industries. We create intelligent connections to accelerate the development and commercialization of innovative medical treatments to help improve patient outcomes and population health worldwide. Learn more at https://jobs.iqvia.com

IQVIA is committed to integrity in our hiring process and maintains a zero tolerance policy for candidate fraud. All information and credentials submitted in your application must be truthful and complete. Any false statements, misrepresentations, or material omissions during the recruitment process will result in immediate disqualification of your application, or termination of employment if discovered later, in accordance with applicable law. We appreciate your honesty and professionalism.