Responsibility for efficient and effective Sales Force Management in SO and support and control of store teams
Being the effective interface between Customer Management and Offer Management and the Sales Force teams in the stores
Responsibility for implementation and execution of Target Group Management Concepts and National Key Account customers
Coaching and supporting the Store teams to increase sales, profit and frequency of all targeted Customers by implementing a standardized work process and reporting flow and follow up
ROLES
Responsibility for specific budgets related to targeted customer groups e.g. HoRe.Ca, traders, Services, Companies & Offices.
Preparation of breakdown of customer related budgets by store and customer category
Responsible for monthly analyzes of Customer reports and preparation and execution
KEY RESULT AREAS
Develops and is involved in the Customer Strategy. S/he has to make proposals to her/his line manager about Sales Force (objectives, target customers, measurement etc).
Implementing and followingthe Customer Strategy defined by the Company.
Adapting for each Region the defined objectives and validate with the Regional Managers and Store Managers
Manage, motivate, coach, follow and control the KeyAccount Managers in HQ and Sales Force teams in the stores
Work in close contact with the managing Director, Operations Director, Regional Managers, Store Managers, HR-Department, Buying Department and Customer Management teams
Attending specific meetings with the Regional Managers (at least one time per month) and the Operations Director (at least one time per month).
Spend time in the Field with the Sales Force Managers and Customer Managers in order to be well informed regarding the level, the strengths, the weaknesses and the needs.
Definition of theadditional supports needed by the Sales Force Organization in terms of tools, trainings, information.
Coach, motivate, train, follow and control the activity of the Sales Force Organization in order to optimize the results.
Monitoring the results and proposes initiatives/ideas to improve the share of wallet of core demand customers
Facilitating the alignment with the Customer Management Department, especially the Target Group Management.
Responsibility for reaching quantitative & qualitative objectives defined in the KPIs.
Spend time in the Field with the Sales Force Managers and Customer Managers in order to be well informed regarding the level, the strengths, the weaknesses and the needs.
Analyzing of the results (weekly, monthly and quarterly) of the Sales Force Organization in terms of established KPIs to make the right decisions and to improve the situation if needed.
Plan and organize her/his on the job activities in due time in order to meet all the Regional Managers at least one time per month.
Collect the Customer Demands, Expectations and Needs and then proposes solutions according to them (together with Store Operations & Target Group Management).
Responsibility for reaching quantitative & qualitative Targets defined in the KPIs for Sales Force.
Ensure an efficient and standardized work process in HQ and stores Sales Force teams and monthly follow up reporting actions
Achievement of yearly Sales and Profit targets for National Key Account customers
Ensure implementation and execution of MM Vietnams customer strategy in all stores
Recruitment and the assessment of the Sales Force Organization. Responsibility for succession and development of people with potential.
REQUIREMENTS:
University degree, preferably in Economics, Business Management with a specialisation in Sales or related subjects
Excellent expertise in people management
Entrepreneurial and customer focus, ability to quickly grasp and adapt to the MM Mega Market Cash & Carry business and how trading works
Very good expertise in wholesale / retail business and in trading
A hands on Manager with excellent communication and negotiation skills
Strong skills to handle a budget
Excellent project management skills
Must be fluent in English both written and spoken
People with at least 15 years experience in Sales Force Organizations. Experience in leading teams mandatory.
