Regional Sales Manager, South
Mô tả công việc
1. SSO GTM delivery
• Develop and execute GTM strategies, channel strategies and differentiated value propositions for defined SSO segments in the marketplace to deliver defined top line and bottom line
• Manage and Lead team to deliver on plan revenue, volume, mix, channel, ROS% and CM% for SSO GTM
• Provide adequate resources/ support and conduct monthly and quarterly reviews with RSMs to ensure delivery of business plan is on track and take/propose corrective actions in the event of likely gaps
• Collaborate with cross functional teams to deliver a robust demand plan with opportunities and risks clearly identified as part of the IBP process
2. Ensure the sustainability of distributor roll-out and performance
• Decide distributor territory cuts and review the same annually to ensure distributor territories align to defined SOP (size, channel objectives)
• Lead and manage team to drive distributor operation and performance effectively and efficiently
• Drive channel expansion plans through distributors – drive distributor territory growths align with annual country growth mandate and territory potential in the first two years of distributor appointment to ensure cost neutrality of the model
• Ensure growth of existing channel – initially transferred to distributor and post completion of distributor migration ensure all existing channel covered by distributor from year 3 of distributor operation
• Provide adequate resources/ support to drive distributor capacity and capability for effective operations and engagement toward AkzoNobel business
• Ensure and support team for a smooth distributor closure and transition to a new distributor while remaining within the defined SOP
3. Accountable for Sell-in, Sell-out and Offtake
• Develop sales initiatives to drive the overall segment’s profitability related targets
• Ensure robust delivery of defined Offtake plans via painter loyalty, Medium and Small Projects, Shop Assistant programme, Eeden deployment as applicable
• Ensure usage of Offtake MIS by team to drive Sell-out from Distributor
• Ensure deployment of Supply Replenishment in DERP and regularly monitor stock norms with support from ISC to ensure Sell-in to the distributor
4. Develop competency linked capability for the SSO team
• Utilise training curriculum from the Sales Competency Framework (SCF) to increase team skill and capabilities
• Effectively engage, develop and lead own team – Direct Reports
• Ensure that all team members – AkzoNobel and Distributor are made aware of their defined role in operations and business plan and ensure delivery
• Ensure regular training and 100% usage of defined tools – DERP, CRMs – Retail, Pro for Painter and Case Management
• Provide support and leadership to respective AkzoNobel and Distributor/CWF team by identifying relevant call-for-action areas if any and thereafter working on a plan to improve upon through training, shadow working and feedback where necessary
• Drive Continuous Improvement across the SSO organization to generate value to customers and AkzoNobel – service, capability, efficiency and productivity
• Cooperate with others function in managing people management process (recruitment/training and development/retention/rotation/ termination)
• Ensure credible annual updation of Retail Landscape date by team
5. Accountable for OPEX spend and people productivity
• Develop and ensure alignment to discounts, rebates and promotions strategies – reduce gap between Large, Medium and Small SSOs aligned with channel strategy annually
• Simplify discounts and rebates deployment and administration to ensure effective use by distributor and DSRs and ensure the competitiveness against Competition and support top line performance
• Ensure alignment to loyalty building promotion (incentive trips) guidelines
• Manage budgeted spend for discounts, rebates and promotions
• Ensure incremental volume Sell-in through effective usage of Offtake programmes
• Ensure productivity norms of TO are delivered
• Remain within defined Sales Organisation structure
• Ensure asset productivity through Regional Sales Managers
6. Process ownership and collaboration
• Must own defined sales strategies, processes and tools
• Ensure annual exercise of Retail Landscape
• Should provide comprehensive inputs to Marketing and RD&I on portfolio gaps if any, evolving product performance trends vs. key competition in the market
• Ensure and jointly own demand plan for all new product introductions with Marketing
• Ensure close collaboration with ISC on Demand Control
Yêu cầu công việc
• University degree with 12 to 16 years of Sales experience is mandatory of which at least 5 should be managing a Regional role in the country – prior experience managing distributor GTM models will be an added advantage
• Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake
• Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills
• Possess good analytical skills and ability to use data to identify issues and opportunities
• Good Microsoft Office skills (Excel, PowerPoint and Word),
• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
• Senior leadership skills
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Thông tin việc làm
12/08/2024
Trưởng phòng
Kinh Doanh > Bán Hàng/Phát Triển Kinh Doanh
GT Channel, Sales Management, Business Development, Communication, FMCG
Sản xuất
Tiếng Anh
12
Không hiển thị
Địa điểm làm việc
Vincom Center, 72 Đường Lê Thánh Tôn, Bến Nghé, District 1, Ho Chi Minh City, Vietnam
12th Floor, Vincom Dong Khoi, 72 Le Thanh Ton St, District 1, HCMC
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