MAIN RESPONSIBILITIES
1. Strategy Building & Planning
- Lead end-to-end strategy of sales and market development in the assigned area
- Build performance tracking system and set KPIs for sales team
- Prepare and execute territory deployment plan based on the vertical’s plan and market analysis
- Develop sales plan for the regions on weekly, monthly, quarterly basis
2. Route-To-Market
- Develop an RTM Roadmap aligned to sales growth initiatives
- Ensure alignment with sales channels on integrated RTM model and driving RTM execution
- Lead the RTM activities and adjust routes to meet customer needs, improve efficiencies
3. Sales & Execution
- Accountable for the vertical sales performance in given area
- Ensure sales plan and KPIs (coverage, visits, successful call rate…) are well deployed
- Make sure salesman and sales leads are equipped with sufficient resources and knowledge
- Lead and motivate staff to improve customer service with clients
- Monitor on sales performance on daily, weekly, monthly basis
- Weekly and monthly performance review with sales leads
4. Customer management
- Develop strategy and plan to win customers in terms of share of sales, purchasing frequency and order value
- Cultivate lasting relationships with customers to grow customer loyalty.
- Work with customers to better understand their business needs and goals.
5. Capability Development
- Develop capability development plan and coordinate to implement the plan
- Conduct necessary training for sales force
- Provide regular coaching sessions to subordinates based on the business and individual needs
- Build talent pipeline Market Intelligence
- Collect and report weekly business intelligence, along with suggested action plan if relevant
- Prepare and present quarterly business reviews, updates, and challenges
- Gather feedback on routing, timings and issues from team
- Analyze data and provide market insights, also guide business analyst on data analysis
REQUIREMENTS
- Bachelor degree in Sales, Business Administration or equivalent.
- Minimum 07 year experience in GT sales in FMCG at large companies is a big advantage and 05 years in management role.
- Knowledge and Experience in Territory management
- Field sales discipline
- Interpersonal & networking skill
- Good at analytical and logical thinking
- Managing and measuring work
- Quick adaptability skill to lead the sales initiatives