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:
- Build AOP for location and implementation plan to achieve sales target
- Lead execution of S&D strategies and sales plan for location
- 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
- Provide forecast input to S&OP with accuracy
- 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
Measure
- Achieve sales, share, distribution and other objectives
- Location plan completed and aligned with company plan
Sales management:
- 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.
- Get information about crisis management to report correctly and do as crisis management guideline
- Manage and control optimal usage of allocated budget as fix D&A, S&D and T&E
- Manage the change within the location to cope with business needs to ensure the change is managed smoothly
Measure:
- Actual spending vs plan
- MQPI index
- Target achievement
Build organization capability:
- Provide recognition & discipline to the team
- Monitor staff turnover and provide action plan to solve such problem.
- Create a motivating and rewarding work environment
- Set objectives, assess performance & provide feedback to team as PMP
- Coach, develop functional capability to the team
Measure:
- Staff turnover
- Completion PMP as timeline with quality
Customer Development:
- 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
- Drive distributor volume, volume/route and profitability through specific growth initiatives.
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
