+ Industry: Oral Care (Toothpaste, Toothbrush), Home Care (Dish Washing, Floor Cleaning), Fabric Care (Detergent, Soften fabric).
+ Scope: Nationwide
•Key person for distributor management (selection, operations, review, ROI analysic), develop strong Distributor relationships and partnerships across all levels. Identifies key opportunities to further build strategic partnerships with key stakeholders to ensure business directions are aligned and partner of choice.
•Establishes and sets the go to market strategy for each region, each area to deliver performance targets related to sales and volume, costs, profit, in store presence, visibility, operations in shop, service standards (good delivery, discount, promotion…) and productivity.
•Responsible for delivering company sales objectives in assigned each territories. Develop and execute the monthly/quarterly/ annual business plans in accordance with the objective of growing the whole business.
2.Sales Analysis and Forecasting / Business Development
•Reviews and approves revenue targets and sets standards for sales coverage and distribution.
•Evaluates and approves sales trends as baseline for sales forecast.
•Oversees distributors’ sales performance on a weekly, monthly, quarterly, and annual basis (e.g., monthly/ quarterly analysis, sales ratio analysis, actual performance vs. projection, etc.) from company, category, brands/SKUs, from both trending as well as historical growth rates.
•To improve the efficiency and effectiveness of sales systems and processes.
•Ensure that all business plans and tactics are communicated clearly and in a timely manner to the RSM’s, ASM’s, SSs, SRs.
•Identify market gaps & opportunities by key provinces & channels, including competitors’ intelligence, develop and implement regional programs to address key opportunities.
•Maximize the sale and distribution of all company products in the assigned region through the establishment and appropriate execution of local and national sales programs.
•Monitor market / retailer activity to develop the most cost-effective strategies in order to drive volume and profitability through increased penetration and promotion.
•Ensure the targeted use of sales tools and programs, while seeing that distributors execute designed programs.
3.Merchandising and In-store Activations
•Oversees and ensures the efficient and effective deployment of sales-initiated in store promotions; merchandising activity plans.
•Reviews and develops merchandising solutions for key channels – modern trade and general trade.
•Oversees execution of in store promotions and merchandising activities.
4.Sales Operations & Capability Building / Financial Management
•Approves program/project proposals and sets the priorities of initiatives based on business objectives and resources.
•Spearheads changes in sales strategy, processes and structure.
•Oversees the Sales flagship programs identified in the annual business plans. Reviews and approves contingency and catch-up plans.
•Participates in the recruitment and selection of employees for key roles.
•Be an inspirational and motivational leader, ensuring the buy-in and commitment of all team members, and peers within the business. Act as coach, guide and mentor to employees
•Manage people / organization development in areas of performance and capability development (performance improvement, training, capacity, performance evaluation).
•Develop and implement training plans to ensure that associates are able to grow and demonstrate mastery of required competencies in their jobs and deliver desired performance levels
•Develops a team and individual scorecard and conducts regular performance reviews to identify opportunities; develops plans for gap closure.
•Sets and ensures compliance of direct reports/staff to guidelines, policies, and procedures of the team as aligned with the company’s.