Main Job Purpose
Lead the Field Sales Force in achieving the sales objectives for the sales area as set in the Customer Marketing Plans and Customer Business Plans. Co-develop Field Sales Force Strategy together with National Sales Manager. Lead and plan sales resources in sales area. Lead sales force projects.
Job Summary
Assessment of infrastructure requirement right size, business potential, capital and infrastructure requirement.
Manage Regional KDs profitability and ROI
Selection of distributors – assessment of capability, skill/experience, attitude etc.
Setting up KD’s in the country. Including the commercial processes
Preparing the infrastructure blue –print for a distributor
Outlet mapping, channel segmentation, beat planning
Establishing KD operations: sales planning, fixing and monitoring of sales targets and key performance metrics and channel plans
Setting up the Field Management infrastructure – outlet selection by channels, channel management plans
Putting in place the Field Mgt organization – (1) recruitment (2) training and capability building (3) key metrics for measurement
Understanding the Brand POP Vision by channels and develop channel/outlet-based implementation plans.
Understanding the Channel Plans and develop implementation plans.
Implementation of Pop Vision and Channel plans – develop key metrics to monitor implementation and final desired output
Performance review – against action standards. Network and take actions where inputs are required from the DSR’s wrt width and depth of availability, assortment and shelving
Understanding competitive context and activity and give market feed-back to the CCD group.
Key Requirements
3 to 5 years relevant field sales force experience and proven track record of achieving sales targets.
Must demonstrate ability to lead and motivate the teams.
Good planning and organizational skills.
Four years Brand Building experience is an advantage. Key Distributor management is essential
Three years of Trade Category Management is an advantage.
