Main Purpose of the job:
Instill a high performance culture (people development), optimize sales structure, maintain and enhance channel growth and profitability.
•Accountable for the achievement of the area/channel sales volumes, Organic Growth (OG), and Real Internal Growth (RIG) targets by category.
•Ensure that core distribution, coverage and visibility objectives are met in his/her respective area/channel.
•Responsible to provide recommendation on the engineering of the sales structure to optimize operations.
•Ensure category planograms, merchandising guidelines, rotation and new line introduction guideline implementations based on business units directions and the local situation.
•Route to market strategy optimization and seeking new business opportunities.
•Develop, negotiate, implement and monitor Customer/Channel Business Plans in alignment with Business Objectives.
•Set strategic plans with Channel Manager/GBM/BDM/CCSD and Regional Customer Business Manager for regional key account customers by category.
•Ensure TTS investment is optimized and maintained within or below plan and to ensure usage of CCS and promo evaluation tools to optimize investment.
•Responsible for monitoring Channel performance against plan, and in co-ordination with the CCSDMs, initiate / recommend corrective measures as required to achieve or surpass Channel. Coordinate with CCSDs to ensure local promotions are consistent with Area/Unit/Category objectives and successfully implemented in the trade.
•Monitor customer performance and jointly develop action plans to address any business opportunities. Develop and manage long-term effective business relationship with customers.
•Plan, manage and optimize the trade investment for area/channel.
•Responsible for maintaining an up-to-date Fact Book for the channel.
•Actively participate in the Monthly Business Planning Cycle (MBPC) Process.
•Analyze area/unit/channel performance and recommend action to accelerate growth.
•Lead, manage, develop, and inspire the Field Sales Team and identify training needs.
•Ensure collection and financial reconciliation is made in line with confidential set payment terms for his area/unit/channel.
•Accountable and responsible for the development of sales team via regular on-the-job training and field appraisals.
- 5+ years experience in sales (At least 3 years in Modern Trade and Field Sales Management) & Route to market expertise