Sales Transformation And Capability Leader

Job Purpose/Overview:

• Overall responsibility for the development & implementation of all Sales back-end operations which include Sales Management Systems, Processes & Information, Trade Marketing Executions & Merchandising Partners, RTM structure, and Sales Capability in order for Field Sales Group, Distributor & External Partners to achieve their objectives.

Key Responsibilities:

Sales Management Systems, Processes, & Information

• Assists in facilitating proper legal and administrative requirements of all selected distributors and external sales partners.
• Assists Sales Field Associates in the proper selection, accreditation, and set-up of qualified distributors for specific areas.
• Develops and Maintains the National Sales Scorecard and Sales Information data base that includes inputs from Sales Fundamentals Reports, Merchandiser Reports, and Marketing Promotion.
• Leads in the review, and proposes updates or enhancements of current sales standards and policies.
• Leads in the development & implementation of operating system of Distributors to grow the business of the trade outlets by establishing standards, systems and policies.
• Creates control or monitoring systems and procedures to protect the Company from any fraudulent activities.
• Provides an external point of view in assessing distributors’ capability through WORK WITHs and ONE on ONEs providing development feedback to concerned parties. Coordinates and recommends training, when necessary.
• Recommends projects or systems to enhance sales operations, and helps provide recognition and feedback to stakeholders.
• Works closely with other functional units for the integration of their components in the sales management system to ensure alignment, synergy and optimum resource utilization (i.e. Forecasting).
• Leads digitalization projects (acts as Single Point of Contact).
• Provides prompt and complete management reports to efficiently assess sales progress and performance.

Managing Trade Marketing Execution & Merchandising Partners

• To leverage understanding of channel insight, shopper needs and behavior, and understand how best Company can exploit this understanding and insight.
• Attending customer presentations with Sales.
• Manages & Engages Trade Merchandising Partners (Merchandising Agency, Coordinators, Merchandisers, etc.)
• Performs regular trade monitoring to understand and gather vital market information.
• Identify the opportunity gap of Physical Availability related to checkout penetration, share of shelf and OOS, work closely with field sales team to provide solutions to capture business opportunity.
• Provide summary and insight from trade insight to monthly reports. Timely provide feedback and insight from the marketplace (Sales and Customer) to Company management.
• Coordinate with Sales & Marketing to execute Portfolio Optimization & Planogram Revisions to drive financial KPIs especially NS, MAC, earning.
• Leverage company relevant tools & frameworks to support greater business insight & understanding of Consumer - Shopper – Customer-Competition.
• Co-Create merchandising solution for key channel.

Route-to-Market

• Evaluates RTM opportunities and collaborates with the GM to establish RTM plans to deliver short-term and long-term needs.
• Leads evaluation of RTM performance for the country.

Sales Capability

• Acts as the department’s liaison to P&O by coordinating its internal and external training requirements and facilitating enrollments to course offerings so that the professional and personal development of NDS associates are addressed while the resources of P&O are maximized.
• Performs other duties as may be assigned by the National Sales Manager.
• Designs and updates the Sales Manual by closely collaborating with leaders from National Distributor Sales in order to maintain its accuracy, completeness, and usefulness.
• Participates and contributes to the creation of a business process manual for the department through process mapping in order to establish business continuity and serve as reference for existing personnel and new hires.
• Designs and conducts relevant courses for National Field Sales associates by collaborating with P&O/Associate Training to determine which courses are not yet included in the associate training curriculum.
• Develops and delivers the sales training curriculum for all external trade partners by using adult learning principles and applications to generate interest, involvement, and improvement in their knowledge, attitude, skills and habits.
• Assists National Sales Manager in determining, preparing and monitoring the training budget based on the business requirements; and
• Constantly reviews and improves training procedures and practices through troubleshooting, feedback gathering, and benchmarking in order to ensure effectiveness and efficiency and introduce industry best practices.

Job Specifications/Qualifications:

• Ability to understand category leadership/management, draw insights, and create compelling stories to drive the business growth.
• At least five (5) years in Sales role (Digital is a plus)
• Must possess a valid driver’s license
• Willingness to travel
• At least two (2) years in National General Trade Management
• With FMCG experience
• Graduate of Business Administration, IT or Marketing
• With experience on RTM assessment and/or deployment
• Tech savvy