Trade Sales Jobs

Primary Job Function

• Create and communicate a compelling vision and direction for the trade sales team and company vision and overall business strategy
• Define and implement the strategic direction of the sales function within nutrition business as a whole in conjunction with efforts defined in trade marketing and category management amongst key accounts.
• Develop a trade sales plan, setting objective, goals, strategies and measurement to achieve competitively superior growth and market share performance, exceeds sales and expense control targets

Core Job Responsibilities

Business planning

• Develop and ensure completion of annual sales plans
• Implement/work with distributors on commercial policy, sales strategies, objectives and action plans to achieve distribution, display and sales objectives within the agreed cost levels
• Plan and implement agreed growth targets for volume/value with all accounts
• Implement category development plans with specific accounts
• Review performance and account plans on a quarterly basis with Key Account Manager, Sales Team, distributor and General Managers
• Ensure co-ordination across markets and develop 'best practices'

Trade Sales Operations And Executions

• Closely monitor budgets and expenditures to ensure that resources are spent in line with the business plan commitment
• Analyze performance data, identifies areas for improvement and develops action plans to help close gaps
• Maintain an effective local database of key account customer data, specifically turnover, number of branches, growth and, trading terms
• Develop a partnership with a designated number of Key Accounts and encourage a win/win relationship which optimizes all elements of the consumer offering (range, price, display and promotion) resulting in the achievement of Abbott and the Customers category objectives
• Work with Marketing to implement and co-ordinate activities that add value to the market

.

People Leadership And Team Development

• Work closely with SFE and Marketing to ensure and give direction to Regional Business Managers pertaining the effectiveness of SPG, i.e. in rolling out training programs and development activities in order to achieve high standard performance in terms of their selling skills, product knowledge and other key performance indicators
• Analyze the sales, expenses, sales forces productivity, service level and promotion activities so that development / corrective actions can be taken timely
• Develop, motivate and challenge the team members so as to achieve superior performance. Support employees in implementation of their growth plans. Develop and maintain succession plan and address future staffing issues in a proactive manner, e.g. establishing and executing development plans, providing on-going feedback and coaching, retaining high performers, and making tough decisions on poor performers
• Lead and supervise Regional Business Managers and Key Account Managers towards proper strategic and operational planning by area and by channel
• Ensure that each member of the sales team has an understanding of and operates in strictly compliance with Abbott Code of Business Conduct, WHO Code and Indonesia Government Regulation

Cross Functional Collaboration

• Build and maintain strong relationships with customer/trade leaders and organizations, industry peers and distributors, in order to create positive impact and change to company image and business goals
• Participate in Brand teams to ensure that customer needs and opportunities are quickly and successfully incorporated into enterprise, business unit and product strategies
• Build and maintain strong relationship with marketing, CRM and ethical sales team to enhance business performance

Minimum Experience/Training Required

• Strong marketing and/or sales track record of more than 10 years within FMCG environment both in General and Modern Trade
• Mastery of local consumer good/ nutrition industry market, retailer environment, customers and the competition
• Senior Sales Management experience
• Brand/Product/Sales/Trade Marketing/Demand Management experience
• Mastery of people management practices for sales force, including compensation and incentive planning, selecting and developing talent and outstanding track record of performance in field sales
• Formal training in presentation, selling and negotiating skills