Main Purpose:
Lead and drive the development & implementation of sales & distribution strategy for assigned location, build organization capability to achieve strategy plan and AOP objective
Job Description:
Location Leadership & Strategy:
- Develop and secure alignment of S&D strategies for the location.
- Analyze location sales number as well as merchandising data to plan and implement action plan to address variances and optimize opportunities presented
- Established location sales objective (volume, revenue, sales programs…) for sales team and make sure that they are communicated on location sales meeting. Continuously evaluate the progress and results in order to make necessary changes
- Provide forecast input to S&OP with accuracy
- Build AOP for location and implementation plan to achieve sales target
- Lead execution of S&D strategies and sales plan for location
Measure
- Achieve sales, share, distribution and other objectives
- Location plan completed and aligned with company plan
Sales management:
- Get information about crisis management to report correctly and do as crisis management guideline
- Manage the change within the location to cope with business needs to ensure the change is managed smoothly
- Provide clear direction on goals, roles and performance standard for sales team within a location to achieve or exceed sales volume & revenue, availability, visibility and pricing objective as well as sustain TOT visibility in the market.
- Manage and control optimal usage of allocated budget as fix D&A, S&D and T&E
Measure:
- Actual spending vs plan
- Target achievement
- MQPI index
Build organization capability:
- Create a motivating and rewarding work environment
- Coach, develop functional capability to the team
- Set objectives, assess performance & provide feedback to team as PMP
- Monitor staff turnover and provide action plan to solve such problem.
- Provide recognition & discipline to the team
Measure:
- Completion PMP as timeline with quality
- Staff turnover
Customer Development:
- Drive distributor volume, volume/route and profitability through specific growth initiatives.
- Support and coach distributors in local business and ensure alignment on business initiatives, focus on distributor P&L.
- Provide leadership in sustaining call coverage on customers
Measure:
- Budget
- Number of direct reports/ distributors/ routes
- Volume
- Revenue
Key job roles both internally and externally that the job-holder interacts with on a daily, weekly, monthly basis:
- Internal: Marketing, PA, Finance, HR, Legal
- External: Customers
