Reporting to: Regional Sales ManagerBase: North Provinces- Coastal Area
POSITION SUMMARYTo be responsible for all the operation and sales target of the assigned territory which includes staffing, coaching, distribution channel management, marketing and other administrations works.
MAJOR RESPONSIBILITIES
Managing sales team:
- Setting up sales target, distribution target by segments & supervising in accordance with company objectives to team;
- Build up sales system, sales channel & Measure call plan MJP & MVO effectiveness. Identify the MVO list & review MJP by SR;
- Improve sales team on selling skill, communication skill, negotiation skill, EOE;
- Manage sales force, delivery training, coaching for Sales supervisor;
- Achieve the sales volume & EOE target set to the team and to each sales staff;
- Draught beers management: installation draught beer equipment, quality control in accordance with company draught beer strategic.
- Build up the team work spirit;
- Finalize PDP for subordinate & review by half year & end of year;
- Coordinate with channel section to deploy trade program, consumer program to increase sales volume & market share for Heineken Hanoi’s portfolio;
- Obtain market intelligence: Pricing in customer; Competitors activities;
- Coordinate with sales information to implement RSEM in field;
- Keep track & evaluate the out-come;
Budget management:
- Monitor actual spend versus planned expenditure;
- Do P&L by outlet & JBP;
- Recommend investment plan (regional growth) according to company objectives and priorities and agree with FSM.
Managing and serving the Distributors
- Coordinate with DDM to implement CL policy.
- Coordinate with DDM to implement RTM plan;
- Manage RPM by distributors & SKUs as company requirement;
- To ensure a high quality of customers service to outlets/ consumers;
- Coordinate with DD section to manage the Distributors (Selling out, collecting outstanding debt, SKUs available, rotate stock & stock level);
Corporate Affairs
- Coordinate with CA section for products issue complaint.
-To contact and maintain a good relations with local authorities;
Preparing Sales Reports
-To prepare reports & present (monthly sales report, competitor report) to FSM & HOS. Analyses these reports to identify opportunities to increase distribution of Heineken HN&039;s brands, improve EOE execution in-outlet or to increase average sales per outlet. Reviews progress against prospecting and re-activation targets. Develops targets for the coming month. Shares these targets with the sales team and with distributors and monitors the achievement of these targets using daily and weekly sales reports;
- Provide market information to FSM & information manager as requirement.
Coordinating with other departments/sections on administration works
- To coordinate with logistic for good arrangement for transportation & RPM collection.
- To coordinate closely with Channel MKT to run any sponsorship programs or promotional campaigns;
- To deal with the other departments within the company on the administration works as POS, purchasing goods, expenditures, debts, etc;
- To coordinate with demand planner for sales volume forecast;
