ROLE OVERVIEW
This position is responsible for leading, developing, and implementing short-term and long-term sales and distribution strategies in the assigned region to achieve sales volume, market share, and revenue and profit targets for the region. It is responsible for managing the sales teams and aligns all field sales operations in the region to the area sales strategies and overall company objectives.
Location: Nationwide (All regions)
Duties and Responsibilities:
- Develops and leads in the implementation of sales strategies for the region to ensure that targets for sales volumes, market share, revenues and profits are attained.
- Determines the sales targets for the region as aligned with the national Annual Operating Plan (AOP) and cascades and delegates the targets to each group/territory in the sales region.
- Collaborates with other commercial functions to ensure that sales data are thoroughly analyzed and considered in the demand planning process, marketing strategy and program development, and overall commercial strategy.
- Sets priorities for trade marketing programs implementation to ensure maximization of financial returns to the company.
- Manages the sales performance in the region, identifies growth opportunities, and implements action plans to ensure attainment of targets and capture of growth opportunities.
- Drive sales teams in the region to gather customer insights and behavior to ensure timely gathering and communication of relevant customer and market data.
- Reviews trade returns data in the assigned region and works with other functions to correct and address issues, and to prevent a further increase in trade returns.
- Prepares department budget, monitors, and ensures operational expenses are within the approved budget.
- Evaluates and implements cost-savings opportunities while maintaining the quality and level of service.
- Coaches, mentors, and identifies training and developmental needs and job competencies of line personnel to build a well-informed, well-trained, empowered workforce, and stable organization
REQUIREMENTS OF THE ROLE
- College Graduate: Degree in Business Management, or other relevant field. A Master's Degree in Business Administration or equivalent is an advantage but not required.
- At least 15 years of strong experience in area sales operations and account management in the fast-moving consumer goods or food and beverage industry, 5 years of which in a managerial capacity.
- Demonstrated success in driving and managing sales volume, market share, and revenue targets for a sales area, preferably in the fast-moving consumer goods industry.
- Experience in sales and marketing, market and channel strategies, particularly across retail and on-premise channels.
- Strong business acumen with high level of understanding for key financial indicators.
- Must have experience working in the food & beverage / consumer / FMCG industry.
- Mobile and willing to be assigned in different regions.
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