Location: Central Region
RESPONSIBILITIES/ KEY ACTIVITIES
Sales & Business Development
- Accountable & Responsible for the achievement Sell In & Sell Out target set to distributors.
- Manage and evaluate distributors performance with agreed action plans to address issues and leverage opportunities through the Monthly Operation Review (MOR).
- Manage AR of distributors to ensure on time collection payment and improve DSO as per company policy and guidelines.
- Participate in weekly discussions with RSM, and distributors field sales personnel (Van Sales & Pre-Sales) to resolve trade and other operational issues.
- Analyse sales performance at most detail level (by distributor/by salesman/by outlet/by sku/etc) and take corrective action with support data in SISO browser.
- Planning and updating sales team journey plan to achieve daily sales coverage and strike rate set
- Conduct service level & distribution audit during field work to ensure sales team follow journey plan in best practices.
- To build rapport and have good business relationships with customers to ensure all matters pertaining to delivery, promo details, sales records, outlet master maintenance, compliances etc. are up to date and feedback
- Manages retailers trade spend (PW) within the accrual budget, including trading terms, monthly promotion activity, listing fees and expired stock returns.
Responsible for product distribution & merchandising standards.
- To ensure visibility, availability and exposure of Lactel products on shelves by full compliance of Must-Sell-List.
- Timely implementation of all promotional activities and new product launches.
- Implement channel key account planogram and coordinate with merchandisers for quality execution.
- To improve share of space displayed at selling home shelves and presence in the outlets.
Speed to market on innovation including NPD, Sampling Event and POSM
Market Hygiene
- Manage and keep track for market returns from all channels.
- Organize clearance of aging stocks by proposed action plan through promotional activities.
- Stock management to ensure FEFO at distributors and outlets level.
- Gather insights & information on market development & intelligence.
- Weekly price check.
- Competitors activities & new launches.
Asset management.
- Tracking of chillers and maintain proper record & documentations according to CSI.
- Chiller sales performance and Chiller Tracking
- Ensure the Chillers being utilize to the best optimum utilization and good ROI.
People Development
- Supervise, coaching and provide training to distributor sales team and merchandisers.
- Any other projects and tasks as reasonably required by the Company.
REQUIRED EXPERIENCE & COMPETENCIES
Education:
- Bachelor's Degree in marketing or business
Experience :
- Minimum 3-5 years of regional sales experience in the chilled, dairy or FMCG industries.
- Experienced in sales execution, distributor management, budget management, in-store execution, promotional and merchandising activity.
Competency :
- Strong leadership to drive performance through your team and distributors.
- Excellent interpersonal, communication and negotiation skills.
- Result-driven, fast, proactive, able to think strategically and good leadership ability.
- Willingness to travel within the region and comfortable with home-base.
