Location : Ho Chi Minh/ Mekong / Dong Nai/ Highland
Report to: Sales Manager / Sales Supervisor
Department/Division: Sales
JOB SUMMARY
• The Field Sales Executive is responsible for the sales in his specific area.
• Under supervision of the (Area) Sales Manager, the incumbent will be responsible for delivering the brand objectives both by volume and profit.
Budgeting & Control:
- Contribute in-depth information and analyses on assigned area for the formulation of annual plans and budgets, execute approved operational plans and budgets.
Distribution/Sales:
- Identify potentials (including On-Premise & Off Trade), convince new outlets/customer, and negotiate standard contracts including sales prices/distribution channels.
- Implement annual portfolio and channel plans.
- Set and monitor monthly On-Premise and Off Trade targets, maintain and develop good relations with all outlet owners/manager/staff.
- Act as unique PRVN point of contact for assigned outlets, in order to ensure achievement of sales objectives within assigned area.
- Ensure Contracted Outlets respectfully buy PRVN product from assigned suppliers (Champion/Preferred Partners) in the same region
- Propose the list of trusted PRVN supplier to other outlets.
- Joint planning and provide merchandising and business development recommendations / advices (learnt from the market best practice) to the outlets.
Business Information & Intelligence:
- Help ensure PRVN&039;s continuous adaptation to market trends and innovative competition.
- Produce monthly Market and Competitor Movement report (distribution, new visibility or activation on any brand, PRVN vs. competition positioning and market overview) in own area including On-premise & Off-trade.
- Capture any relevant information on the Chatter platform.
- Keep active watch on market, competition, counterfeiting, wholesalers, retailers, customers and consumer trends.
Category Management:
- Apply investment package (On-Premise Service Pack) and activities guidelines and standards per type of On-Premise segment.
- Assist Trade Marketing in testing new ideas of value added services to customers in own network.
- Ensure best adaptation of PRVN offer to each customer touch points.
Animation & Visibility:
- Coordinate Merchandiser team to ensure the standard visibility in assigned Off-Trade outlets.
- Convince outlet owners to use allocated promotional budget, initiate ideas or implement Trade Marketing&039;s ideas effectively. Recommend and organize PRVN actions and/or animations (tasting, special price offers, FOC bottles, raffle/contest, theme nights, private nights).
- Coordinate with Market Research in adhoc On-Premise activation/regular consumer service at On-Premise outlets.
- Fully understand the promotional guidelines from the dotted line Off Trade, thence practically apply to the Off-Trade outlets.
- Recommend and implement promotional actions for outlets (special packs, FOC bottles for display and presents...)
- Coordinate upon Trade Marketing for larger scale projects (joint venture outlets activation, national promotion)
- Develop consumption of loyal target consumers and ensure attraction of new consumers within assigned area.
Sales Force Effectiveness:
- With supportive system of PROS – SFDC CRM, comply On-Premise call frequency standards as the following: standards (Outlet Visitation, Visitation checklist/information updated) : Outlet creation & status updates, Outlet Visitation plan, Visitation achievement (GPS captured), Information checklist fulfillment reflect outlet’s capacity & operation (min 80%)
- Manually comply Off-trade sales call frequency guideline created by dotted line Off-Trade (as create new outlets, outlet visitation, update/record required information and fulfill the required reports).
- Respect all sales operation processes & procedures (MCF, FOC, Sponsorship, Capsule collection, T&E)
- In order to optimize sales performance within assigned area.
Sales Reporting
- Off-take report (PRVN & competitors (if any)).
- Monitor and performance report level (including On-Premise & Off Trade) of achievement of sales target.
- Submit estimations for Sales forecasts.
- Complete GMA sighting & Listing report.
- A&P Report of A&P budget within assigned area.
