Sales Manager (Head of Sales)

About Zaviyar Trading Company

Zaviyar Trading Company is an Afghanistan-based trading, market-development, and distribution company focused on helping manufacturers introduce and expand their products in the Afghan market.

The company works with local and international manufacturers and suppliers to establish sales channels, develop distribution networks, and connect products with distributors, wholesalers, retailers, and consumers across Afghanistan.

Our Business Model:

Manufacturer / Factory → Zaviyar Trading Company → Distributors → Wholesalers → Retailers → Consumers

Our Business Focus:

·National market development and expansion.

·Product sales and distribution.

·Manufacturer and supplier partnerships.

·Development of provincial and district-level sales networks.

·Customer acquisition and relationship management.

·Market research and competitor analysis.

·Digital sales and distribution management.

Our Vision: To build a strong, reliable, and nationwide sales and distribution network connecting manufacturers with markets throughout Afghanistan.

Required Qualifications

• Academic Qualifications – Mandatory

• A Master's degree in Sales Management, Strategic Sales, Business Development, Marketing Management, or Business Administration (MBA) is required.

• A Bachelor's degree in Business Administration, Marketing, Economics, Sales Management, or a related field is also required.

• Candidates must provide valid educational documents and certificates.

• Professional Certifications

Professional certifications are an advantage, including

• Strategic Sales Management.

• Business Development and Market Expansion.

• Sales Leadership and Territory Management.

• Customer Relationship Management (CRM).

• Negotiation and Key Account Management.

• Distribution and Supply Chain Management.

• Language Proficiency

• Excellent command of Pashto and Dari.

• Strong working knowledge of English for business correspondence, reporting, and negotiations.

• Ability to communicate confidently with manufacturers, distributors, wholesalers, retailers, and business partners.

Professional Experience

• Minimum Experience Required

• At least 4 years of professional experience in sales management, business development, strategic sales, or commercial operations.

• Demonstrated experience in achieving sales targets and developing customer networks.

• Previous experience supervising sales representatives, sales teams, or regional sales operations is strongly preferred.

• Relevant Sector Background

Experience in one or more of the following sectors is preferred

• FMCG trading and distribution.

• Wholesale and retail distribution.

• Consumer goods.

• Commercial trading companies.

• Logistics and supply chain-related businesses.

• Manufacturer-to-market distribution operations.

• Sales Leadership & Business Development Experience

• Proven ability to develop and execute sales strategies.

• Experience acquiring new customers and developing distribution channels.

• Demonstrated ability to negotiate commercial agreements.

• Experience preparing sales forecasts, budgets, and performance reports.

• Ability to build and manage a results-oriented sales team.

• Operational Exposure

• Experience coordinating with Finance, Procurement, Warehouse, Logistics, and Customer Relations.

• Understanding of customer credit, receivables, order processing, and delivery operations.

• Familiarity with CRM, ERP, and digital sales-management systems.

Core Skills & Competencies

• Strategic Sales Leadership

Ability to develop long-term sales strategies, lead teams, and achieve ambitious business objectives.

• Business Development & Market Expansion

Strong ability to identify business opportunities, establish distribution networks, and expand market presence.

• Negotiation & Communication

Excellent communication and negotiation skills with the ability to build trust and maintain professional relationships with major customers and business partners.

• Team Leadership & Performance Management

Ability to recruit, motivate, supervise, and develop sales teams while maintaining accountability and performance standards.

• Analytical & Financial Understanding

Ability to analyze revenue, margins, sales performance, customer credit, and business profitability.

• Digital & Technical Skills

• Advanced Microsoft Excel and Word.

• Sales reporting and dashboard management.

• CRM and ERP systems.

• Digital order-booking and customer-management applications.

• Data analysis and sales forecasting.

• Decision-Making & Problem-Solving

Ability to make practical commercial decisions, resolve sales challenges, and adapt strategies to changing market conditions.

The Sales Manager (Head of Sales) is a key leadership position responsible for planning, managing, and expanding all sales activities of Zaviyar Trading Company. The successful candidate will lead the company's sales strategy, develop customer acquisition plans, establish distribution channels, manage sales representatives and regional teams, and achieve the company's revenue and market-expansion objectives. The Sales Manager will be responsible for building a strong sales organization that connects manufacturers and suppliers with distributors, wholesalers, retailers, and other customers. This position requires a strategic thinker with strong leadership, negotiation, business development, and sales-management capabilities. The candidate must be capable of developing practical sales strategies, identifying profitable market opportunities, building long-term business relationships, and converting market opportunities into actual sales. The Sales Manager will work closely with the CEO, Procurement, Finance, Logistics, Warehouse, and Customer Relations teams to ensure that sales commitments, stock availability, customer credit, and delivery operations remain properly coordinated. As Zaviyar expands its operations across Kabul and other provinces, the Sales Manager will play a central role in building and managing a professional, measurable, and results-oriented sales network.

• National Sales Strategy & Business Development
• Develop and implement the company's overall sales strategy in alignment with Zaviyar's business objectives.
• Prepare monthly, quarterly, and annual sales plans and revenue targets.
• Identify new business opportunities across Kabul, districts, and provinces.
• Develop strategies to introduce manufacturers' products into new markets.
• Establish and expand relationships with distributors, wholesalers, retailers, and institutional customers.
• Identify high-demand product categories and profitable market segments.
• Develop sales strategies for new product launches and market expansion.
• Analyze competitors, market prices, customer demand, and distribution practices.
• Recommend pricing, sales incentives, and promotional strategies to management.
• Develop plans for sustainable revenue growth and increased market coverage.
• Sales Team Leadership & Management
• Lead and supervise the company's sales representatives, order bookers, sales supervisors, and regional sales teams.
• Develop the organizational structure of the sales department.
• Recruit, train, and develop capable sales personnel in coordination with HR.
• Assign sales territories, customer segments, and individual sales targets.
• Establish clear performance indicators and accountability systems.
• Monitor daily, weekly, and monthly sales performance.
• Conduct regular sales meetings and performance reviews.
• Coach sales employees in customer acquisition, negotiation, product presentation, and order generation.
• Develop commission, incentive, and bonus structures in coordination with management.
• Build a disciplined, motivated, and performance-driven sales team.
• Customer Acquisition & Distribution Network Development
• Develop and implement strategies to acquire new customers.
• Build relationships with major wholesalers, distributors, retailers, and key accounts.
• Establish distribution partnerships in Kabul and provincial markets.
• Identify potential distributors and evaluate their business capacity.
• Develop customer registration and onboarding procedures.
• Ensure effective coverage of assigned territories and customer segments.
• Build long-term relationships with strategic customers and business partners.
• Negotiate bulk orders, distribution arrangements, and commercial agreements within approved authority.
• Monitor customer retention and develop strategies to increase repeat purchases.
• Manufacturer & Supplier Business Development
• Work with the CEO and Procurement team to identify manufacturers and potential supplier partnerships.
• Develop commercial proposals to introduce manufacturers' products into the Afghan market.
• Negotiate sales and distribution arrangements within delegated authority.
• Coordinate product pricing, margins, sales targets, and distribution conditions.
• Assess market demand before introducing new products.
• Develop strategies to protect customer relationships and distribution agreements.
• Identify opportunities for exclusive or preferred distribution arrangements where commercially appropriate.
• Maintain strong professional relationships with manufacturers and suppliers.
• Sales Operations & Order Management
• Supervise the complete sales process, from customer acquisition to order placement.
• Ensure accurate recording and processing of customer orders.
• Coordinate with Order Bookers and Customer Relations staff.
• Monitor pending orders, sales confirmations, and customer follow-ups.
• Coordinate with Warehouse and Logistics to ensure timely order fulfilment.
• Ensure sales commitments are aligned with available stock and delivery capacity.
• Monitor returned, cancelled, and disputed orders.
• Work with Finance to ensure that sales transactions and customer payments are properly recorded.
• Credit Sales & Receivables Management
• Coordinate with Finance to establish and monitor customer credit limits.
• Ensure that sales teams follow approved customer credit policies.
• Monitor outstanding customer balances and overdue payments.
• Prevent unauthorized credit sales and orders beyond approved credit limits.
• Coordinate with sales representatives regarding customer payment follow-ups.
• Develop strategies to improve collection performance and reduce overdue receivables.
• Review customer purchasing history and payment behavior before recommending credit arrangements.
• Ensure that sales growth does not compromise the company's financial position.
• Sales Performance, Reporting & Analytics
• Prepare and present regular sales performance reports to the CEO and management.
• Monitor revenue, sales volume, gross margins, customer acquisition, and market coverage.
• Analyze sales performance by product, customer, territory, and sales representative.
• Monitor individual and team targets through the company's digital systems.
• Identify underperforming territories, products, and sales personnel.
• Recommend corrective actions based on sales data and market intelligence.
• Monitor customer retention, repeat purchases, and sales conversion rates.
• Maintain accurate sales forecasts and business development reports.
• Market Research & Competitive Intelligence
• Monitor market trends, customer preferences, and demand patterns.
• Analyze competitor products, pricing, promotions, and distribution networks.
• Conduct market visits and meet distributors, wholesalers, and retailers.
• Identify underserved markets and new distribution opportunities.
• Collect feedback about product quality, pricing, packaging, and customer satisfaction.
• Coordinate with the Market Research Officer to use survey findings in sales planning.
• Provide management with practical recommendations for market expansion.
• Digital Sales Management & CRM
• Ensure that sales teams use Zaviyar's digital applications and CRM/ERP systems properly.
• Monitor customer registration, order booking, sales activities, and follow-up records.
• Ensure accurate customer and sales data across the company's systems.
• Monitor sales dashboards, individual performance, and territory coverage.
• Support the development of digital sales processes and reporting systems.
• Coordinate with the IT or application development team regarding sales-system requirements.
• Promote data-driven sales management and accountability.
• Strategic Coordination & Management Reporting
• Work closely with the CEO on sales strategy, business expansion, and major commercial decisions.
• Coordinate with Finance, Procurement, Logistics, Warehouse, HR, and Customer Relations.
• Participate in management meetings and present sales performance updates.
• Prepare sales budgets and recommend resource requirements.
• Represent Zaviyar in business meetings, manufacturer negotiations, exhibitions, and industry events.
• Perform other relevant duties assigned by the CEO within the scope of the position.

Work Environment & Conditions

• Work Location & Collaboration

The Sales Manager will be based at Zaviyar Trading Company's head office in Kabul and will coordinate with sales teams, distributors, manufacturers, suppliers, and customers across Afghanistan.

• Working Hours

Saturday to Thursday, 08:00 AM to 05:00 PM, subject to company policy and applicable labor requirements. Additional working hours may be required during important negotiations, sales campaigns, business expansion, and monthly or quarterly reporting periods.

• Field Visits & Nationwide Travel

Frequent market visits and occasional provincial travel will be required to supervise sales operations, meet key customers, develop distribution partnerships, and evaluate market opportunities.

• Reporting & Authority
• Reports To: Chief Executive Officer (CEO).
• Supervises: Sales Supervisors, Regional Sales Representatives, Order Bookers, and other assigned sales personnel.
• Department: Sales & Business Development.

The Sales Manager will exercise authority within the approved company policies, budget, pricing structure, and delegated management powers. Major commercial commitments and decisions outside delegated authority require CEO approval.

Key Performance Indicators (KPIs)

The Sales Manager's performance will be evaluated based on

• Achievement of monthly, quarterly, and annual sales targets.
• Revenue growth and gross profit performance.
• Number of new customers acquired.
• Growth in active distributors, wholesalers, and retailers.
• Expansion of sales coverage across Kabul and provincial markets.
• Sales team productivity and target achievement.
• Customer retention and repeat-purchase rates.
• Timely collection of outstanding customer payments.
• Reduction of overdue receivables and unauthorized credit sales.
• Accuracy of sales forecasts and management reports.
• Successful introduction of new products into the market.
• Effective use of CRM/ERP and digital sales systems.

Application Instructions

Interested and qualified candidates must submit

• Updated Curriculum Vitae (CV).

• Cover Letter explaining their suitability for this senior sales leadership position.

• Copy of valid Afghan National ID (Tazkira).

• Copies of Bachelor's and Master's degree certificates and transcripts.

• Relevant professional certifications.

• Work experience certificates from previous employers.

• Evidence of previous sales achievements or management experience, where available.

Submission Details

• Email: [email protected]

• Please mention the vacancy number and position title in the email subject line.

• Office Address: Mandawi Road, Jabal Noor Market, 6th Floor, Office No. F27, Kabul, Afghanistan