Type
Full-time
Work mode
On-site
Level
Supervisor
Industry
Sales / Business Development
Salary
Thương lượng
Location
Hà Nội, Hà Nội, Hà Nội
Overview
- Responsible for achieving short-term (monthly, quarterly, yearly) sales performance targets in alignment with the annual operating and strategic sales plans. This includes collaborating with distributors to set and achieve targets.
- Create and execute monthly/quarterly sales activity plans, ensuring sound services to all distributors in in-charge market area and alignment with the Line Manager, and implement detailed action plans to hit sales targets.
- Performance Monitoring and Reporting to meet sales target:
- Sales Operations:
- Resource management:
- Work with distributors to build universal outlet database and market demand potentiality.
- Based on current active customer databases, work with distributors and their DSRs to classify active outlets into A, B, C groups; design effective sales plans and sales routes to ensure of efficient visit schedule to appropriate outlet groups
- Regularly review market potentiality with DSRs and work with distributor owners to design effective programs to acquire new outlets and/or increase SoW in existing outlets. Ensure market areas are covered in effective and efficient manner, all market opportunities are captured effectively.
- During field visits, always perform outlet V&V to check on: service quality of distributors and/or DSRs, outlet information and transactional data accuracy (for DMS compliance assurance), on-job training to DSRs on sales process and SFA compliance, CBS cases from other market areas into his.
- Assure sufficient outlet knowledge and work with distributor owners to prevent potential CBS from distributors to neighboring market area.
- From business plan target, work with distributor owners to break annual sales volume target, quality mix and other KPIs into quarterly and monthly targets/KPIs of distributors and individual DSRs. Work with distributor owner to identify and acquire necessary resources from personnel to working capital and assets to execute business plan successfully.
- Work with distributor owners to schedule and perform effective progress-check meetings in every market visit and monthly/quarterly business review meeting (MBR/QBR meetings). All meetings should cover major KPIs including but not limited to leading indicators (AO, NO, LO, share of wallet, volume per order, SKUs per order, etc.), sell-out volume by DSR, quality mix by district/market area, outlet…
- Work with distributor owners on regular basis to make sure of sell-out/sell-in/quality mix targets are met at the end of the month/quarter/year.
- Assure effective distributor cooperation with Company’s processes (such as T&T, DMS, SFA, etc.). Work with distributors and Company stakeholders to address issues and overcome hurdles in implementing Company’s processes.
- Act as effective communication channel between Company and distributors to ensure: all customers’ and distributors’ feedback are reported to Customer Room and VoC/VoD channel timely and accurately. Work with stakeholders to ensure all customer and distributor feedback are responded to on timely and sufficiently basis.
- Perform periodical physical inventory checks (at least 4 times per year per distributor) and work with distributor owners on inventory reconciliation and accuracy.
- Upon request from supervisor, perform Distributor Capability Evaluation in knowledgeable manner. Work with direct supervisors and distributor owners on gap-closing action plans to bring distributor operation to the level expected by the Company.
- Distributor replacement: in case distributor(s) failed to upgrade their capability to the Company’s expected level, perform market research, prospect screening and nomination for management’s decision.
- Continuously improving his knowledge about market competition and key players in his market area to support distributors in designing effective local site marketing programs to win competition.
- Assist distributor owners to recruit DSRs and responsible for providing or coordinating trainings to the DSRs to achieve and exceed sales targets, ensuring professional conduct and adherence to company procedures.
- Provide timely instructions and/or consultancy to DSRs to win the competition and maximize coverage of Company’s products in the market by conducting tailgate meetings (on-line or on-site) with DSRs to discuss all KPIs, competition and sales tactics.
- Provide consultancy to distributor owners in DSR remuneration scheme to attract and maintain talents; ensure distributor owners paying all Company financial supports and/or rewards to DSRs are paid to beneficiaries on time and in full.
- Cultivate a collaborative and high-performing team environment.
Benefits
Training
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