Your role
Sales manager
You run the sales team at a distributor, setting the reps' beats and targets, running the principals' trade schemes and deciding orders over the credit limit within your own.
As the sales manager you run the reps and the principals’ promotions. Kila describes the role as: “Runs the sales team: reps’ beats, targets and commissions, trade schemes, outlets from the road and credit over the limit within their own. No books or users.” At Mombasa Road Distributors this is Peter Kioko.
When you sign in
Link to this section: When you sign inKila opens your home page. Further down, Vans and reps on the road today shows what was sold on the road and each van’s day, Reps against target this month each rep’s sales against their target with their strike rate, and Beats today: coverage and strike rate the visits planned and made.
Your day
Link to this section: Your day- Set the beats and the targets. Which shops each rep visits on which day, and each rep’s target for the month: Set reps’ beats and targets.
- Run the principals’ schemes. Discounts, free goods and the other offers the principals fund, with their budgets: Run a trade scheme.
- Decide what waits for you. In Approvals: orders over a customer’s credit left, within your credit limit, and stock differences on the vans: Approve an order over the credit limit and Close a van day.
- Watch the business. Distribution › Distribution overview has the sales to outlets, coverage, strike rate and each principal against its target: see Wholesale and distribution.
What you can do
Link to this section: What you can do- Set reps’ beats, targets and commissions.
- Set up and run trade schemes, and set up crates and bottles with their deposits.
- Decide orders over the credit limit and the vans’ stock differences, within your limits.
Everything the role is allowed to do
- General
- View dashboard; Approve or reject requests
- Point of sale
- Sell at the till; View sales
- Catalog
- View products and services; Manage prices and price lists
- Stock
- View stock
- Customers
- View customers; Create and edit customers
- Credit
- View credit and agreements; Approve agreements
- Reports
- View reports; Export reports
- Field sales
- View vans, van days, visits and rep performance; Set up vans, reps’ routes and targets; Reconcile van days: cash, M-Pesa and differences
- Distribution
- View principals, trade schemes, claims and secondary sales; Set up principals, their products, price lists, terms and trade schemes; Approve or reject outlets added on the road
What needs a manager
Link to this section: What needs a manager| Approval limit | Up to |
|---|---|
| Credit agreements | KES 100,000.00 |
| Discounts | 10% |
Needs a manager
- An order over by more than your credit limit. The request says Above your approval limit and has no Approve for you: at Mombasa Road the general manager or the owner decides it.
- Claims to principals. You see them, but preparing and following them is the claims officer’s.
Common questions
Link to this section: Common questionsWhere do I see each rep against target? On your home page, Reps against target this month, and on Distribution › Rep targets and commissions. See Set reps’ beats and targets.
Who decides a van’s stock difference? Someone other than the rep, in Approvals: at Mombasa Road the area supervisor, you or the general manager. See Close a van day.
A scheme has run. How does the principal pay? The claims officer claims it back from the invoices that had the scheme. See Claim from a principal.
- Wholesale and distribution: how the whole business works in Kila.
- Sales rep and Area supervisor: your team.
- Principals and claims officer