Job Overview
To provide leadership to total North Region business development in general trade channels and effectively build a successful long-term business achievement for both Mars and Sub-Distributors partnership, accountable for strategic drive-in net sales, distribution, trade expenditure and sales forecast efficiency through fundamental basis involved with products, impactful displays and promotional execution.
Job Responsibilities
Business Objectives & Implementation
- Manage the business objectives with sales target plan (EX-D, GSV) through identifying potential growth category and business opportunities to deliver business goals from these avenues.
- Manipulate and co-ordinate implementation of marketing and sales activities.
- Leverage sub-distributors operations, drive RTM (Route-To-Market), and enhance in-store excellence via sales strategic alignment.
- Deliver channel strategies in modern trade and general trade with the right direction and approach of assortments, communication, and activation of full year plan.
Customer Management
- Ensure fair trade terms agreed related to effective and efficient management and deployment of activities and trade expenditure.
- Leverage strong customer relationships in JBP and value creation partnership approach and develop strong and influential relationships with Sub- Distributor and external customers
- Enhance the excellent physical and digital availability in-line with eB2B
Financial Management
- Manage trade expenditure effectively with alignment with sub- distributors and sales team to build capabilities and team effectiveness in physical availability via effective sub-distribution and display within budget control.
- Work closely with all sales team through ensuring excellent sales operations execution standards in all stores with bulletin goals.
- Articulate financial acumen in calculating ROI from promotional evaluation with key accounts.
- Managing Net Sales Return (NSR)
Business forecasting
- Periodically manage sales forecast accuracy within the submission timeline and parallel work with demand and supply planner with 13 periods horizon.
- Focus on market hygiene control under sub- distributors contract.
Distributor Strategic Alignment and Communication
- Periodically review with sub- distributor's performance and management ambition/goals including the resources and strategies needed to achieve the plans.
- Day-to-day communication to ensure operational matters and Mars direction to achieve sales target and win-win business with retailers.
- Lead the development and execution of customer specific solutions e.g. assortment, merchandising, pricing and promotion to achieve customer, category and business objectives.
Job Qualifications
- Diploma or above
- Sufficient years of sales experience in FMCG sector is required as this is a senior role covering total Central Region confectionery business General Trade. Solid capability and key experience as well potential to grow are more relevant than number of years of experience.
- Proven credentials in strategic business planning, sales planning, and forecasting with a positive can-do mindset
- Strong experience in managing distributors through a complex supply network.
- Agile and entrepreneurial mindset with strong commitment / persistence to make the business a successful one.
- Good grasp of spoken and written English.
