Job Summary:
Country Sales Lead is responsible to achieve Sales & Distribution Target and improve the business processes of distributors to get better business results for the institutional channel. To work with and fully manage a portfolio of distributors ensuring regular communications and information flow with the specific accounts and operations by outlet within assigned Institutional Channel Customers, creating, and maintaining access for consumers in partnership with MT, Ecommerce, GT, AFH channel. Responsible to achieve target set by category, by assigned portfolios and prepare forecasts and shipment plans.This position will also be expected to prepare and discuss in detail with each distributor an annual business plan including set revenue targets, specific marketing plans and specific product promotions and general presentations. Ensure VINDA is positioned as the preferred partner in the minds of the distributors.
You will play an essential role to:
- Develop a field territory operational plan, set objective, goals, strategies, and measurement to achieve competitively superior growth and market share performance, exceed sales and expense control targets.
- Builds a high-performance team by hiring high quality distributor people, training, and developing them, providing ongoing coaching, and counseling, and retaining the best talent through motivation and recognition and making tough decisions on non-performers.
- Keep the sales team focused on bringing added value services to customers as a source of competitive advantage and a desire to win in the marketplace.
- Work closely with Country Head to ensure strategic and tactical consistency, promotion effectiveness & efficiency.
- Analyzes field area sales performance data and identifies areas for improvement through superior implementation of companys Sales Force Effectiveness programs, understands and effectively implements programs to monitor, measure and track sales projects.
- Shown deep understanding of store level and market conditions and address business and opportunities as needed.
- Build and maintain strong relationships with customers and distributors, to create positive impact and change to company image and business goals.
- Work closely with distributor on coverage, sales and distribution plan and implementation.
- Develop an ongoing process to communicate store and market change to upper management.
- Develop strategies that maximize distribution of product lines through complex distribution channels and possess the ability to analyze problems within the distribution channel.
- Negotiates with key customers to ensure formulary access and profitability.
- Monitors A & P, understand the importance of financial against results to determine the worth of investment.
To be successful in this application, you will need to have:
- Degree in Business, Marketing, or relevant discipline from a reputable University
- Good, in depth and practical understanding of the fundamentals of sales & marketing operation and the understanding of business processes would be an advantage
- Must be experienced in working with major FMCG distributors or as a principal representative handling distributor. Strong operation skill & knowledgeable in know-how on import / export terms and process. With experience in handling whole Viet Nam market will be value added- -
- Highly analytical and resourceful enough to know where and how to get data within a distributorship environment and the ability in going thru them and coming out with insights on gaps and opportunities by channel
- Demonstrate leadership skill to train & develop distributor team according to company trade execution expectation
- With strong Biz Acumen in mind to optimize growth & sustainable biz
- Experience in Conflict resolution ability to engage in productive discussion despite encountering challenges
- Strong opposing views then influence opinion and overcome adversity professionally
- Strong business management, effective teamwork with all parties concern, strong initiative follow-thru, good communication and listening skill and command of selling processes
- At least 5 years sales experience in FMCG industry, Key Accounts / Trade Marketing, and e-commerce experience in FMCG industry and minimum 2 years in management.
