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