Sales Operations & Execution
To plan and execute Sales activities to deliver Sales performance for short- term (monthly and quarterly) under annual Operating plan and Sales strategic plan
• Provide regular sales reports to the Regional Sales Manager
• Ensure compliance with the company sales processes, guidelines, and standards.
• Execute the detailed actions plan by monthly and quarterly to deliver volume.
• Manage customer engagement and prospective development, including but not limited to scheduling and conducting regular customer visits.
• Drive sell- out through existing outlets and support new outlet development
• Monitor sales performance, track results against plans, and implement corrective actions to bridge the gaps (if any).
• Execute trade loyalty programs for key B2C Customers (e.g: IWS and Garages,…).
Distributor Management
• Conduct sales training sessions for Distributor Sales teams (DSRs) to enhance their selling capabilities.
• Work closely with distributors and update their capability, finance, and P&L on timely basis to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency, reduce risk and ensure that the operations of distributors are efficient and effective.
• Assist distributors in managing their finances effectively and identifying opportunities for mutual growth
• Key Account Management (Diamond, Gold) or their only one Distributor
• Supervise retail outlet network and sales out report of distributor closely to find out and prevent CBS/ PE.
• Propose selecting qualified distributors.
• Ensure distributors maintain healthy stock and provide necessary support.
• Monitor distributor performance against agreed targets and implement corrective actions as needed, provide feedback, and implement improvements.
• Ensure the DSR team and distributors to have excellent execution of all trade marketing programs…
• Build relationships with, and manage appointed distributors
Territory Development & Reporting
• Analyze sales performance (SI/SO/KPIs) by product, customer, and other relevant factors.
• Analyze sales data, market trends and competitor activity to identify growth opportunities.
• Define and map the sales territory geographically, segmenting it based on factors such as customer density, market potential, and competitive landscape
• Support distributors in expanding their active retail outlet network.
• Monitor sales fluctuations and deviations and implement strategies to address them.
• Survey and update demand forecast (by dealer, by SKU) based on market information and reports to the Regional Sales Manager.
• Develop and implement sales plans and strategies to maximize coverage, penetration, and sales volume within the assigned territory
Sales Capability
• Foster a collaborative and high- performing team environment.
• Conduct regular field visits with DSR as approved working plan by RSM, to provide on- the- job training and performance feedback.
• Set up weekly work plan, monthly work plan and get approval from RSM;
• Manage, train, coach the Salesman/DSR team to success with a professional way and under company’s procedure to achieve and exceed sales targets.
• Ensure the sales team effectively utilizes the sales process and tools, including SFA (Sales Force Automation) and DMS (Distributor Management System). Including: check in/ out of distributor and customer, market report, meeting minutes, training & coaching DRS, working plan, …
• Do effective weekly reports and monthly reports as well as sales team management with weekly and monthly meetings.
