Sales, distribution and selling system (70%)
· Ensure excellent execution in the Area including basic sales execution, promotion… by review and tracking of both back office and in-field execution.
· Ensure the sales team and distributors to comply with the company working process and policy.
· Propose and execute aligned action plans on distributors’ capability, including review of distributor’s finance and P&L to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to the company
· Support RSM to allocate annually and quarterly sales and distribution target to the sales team and distributors
· Support RSM by providing inputs from the Area for the RSM to prepare monthly sales forecast and trade promotion plan (Planning on rolling 4 months window).
· Set up and manage the Area distribution system including appointing and allocating territory to distributors, sales force, retailers, selling routes, delivery team & means…that follows the national/GBA/Region sales and distribution strategy, model and guidelines.
· Review and approve weekly and monthly working and travelling plan of USM/USS and manage their traveling expenses
· Consolidate & manage distributors orders, account receivables and coordinate with customer service staff, finance controller and sales team on daily, weekly and monthly basis
· Proactively provide feedback, analysis and consultancy and propose opportunities / challenges about sales, distribution and trade marketing strategy/policy to upper level
· Manage and ensure the compliance (full, on time, accurate) of selling and reporting system (MCP, DMS...) used by the sales team and distributors.
· Lead alignment of annual & quarterly business plans and sales & distribution fundamental targets with distributors in the Area.
· Support & Input to RSM to develop a sales, distribution and trade plan to achieve the targets that is aligned with the company/GBA/Region’s objectives and strategy for the area that he is responsible for (the Area)
Market development, Trade marketing, new product launching (20%):
· Ensure the sales team and distributors to have excellent execution of all trade marketing programs, product launchings in the Area: POSM, customers’ activation, displays…
· Prepare analysis of trade marketing investment vs. sales growth in the Area; provide marketing function with information, data and feedback to build trade marketing plans, launching plans and give recommendation to marketing function and upper level
· Allocate and manage the trade marketing spending and tools (display, POSM…) to each distributor in the Area including creating and maintaining tracking and reporting system.
· Coordinate data and input for 1 category to support RSM to develop promotion plans.
People management and organization development (10%):
· Support RSM/GBM to identify talent people for appropriate development plan
· Review Development Plan and anytime feedback for further development of each member
· Provide training and coaching to company staffs as well as DSRs
· Coordinate with Capability team to build up and execute training plan for team
· Build and lead strong winning culture and stable organization in Area
· Develop USM/USS to their full potential through Performance Management coaching, appropriate training and education, goal setting and career development.
