B2C Sales Supervisor (Hà Nội)

The B2C Sales Supervisor is responsible for driving distributors's and DSRs' efforts to deliver Business Plan targets, sales growth and expanding market presence within their assigned territory through effective sales operations, distributor management, and territory development. This role focuses on maximizing sales of lubricant products through promoting sell-out to targted customers in B2C channels, including independent workshops (IWS), garages, and retail outlets, and acts as a key link between the company, distributors, and end-users.
Sales Planning & Execution
• Responsible for achieving short-term (monthly, quarterly, yearly) sales performance targets in alignment with the annual operating and strategic sales plans. This includes collaborating with distributors to set and achieve targets.
• Create and execute monthly/quarterly sales activity plans, ensuring sound services to all distributors in in-charge market area and alignment with the Line Manager, and implement detailed action plans to hit sales targets.
• Performance Monitoring and Reporting to meet sales target:
o Track and analysis on Sales Performance (SO/SI/Inventory/KPIs such as market coverage, outlet share of wallet, etc.) of each distributor;
o Analyze market, competitor, channel variances, identify root causes and propose and implement corrective actions to ensure sales targets are met.
o Prepare and report regular sales reports or ad-hoc required (sales performance, market insights, and forecasts, ...)
• Sales Operations:
o Set up weekly work plan, monthly work plan and get approval from RSM,
o Implement work plans with high quality and commitments,
o Establish field visit plan with distributors and DSR and execute it with high quality. Examplarily practice sales process and tools (SFA, sales process, sales route plan, outlet coverage plan, etc.). And ensure DSRs compliance with such processes in their daily operation,
o Conduct regular tailgate meetings with DSRs either on-site or on-line to assure efficiency via weekly KPI review and compliance with sales plan and outlet coverage routes.
o DMS responsibility: regularly review DMS database to ensure of on time, in full and accurate data entry by distributors; perform V&V on customer database accuracy during field visits; work with Vilube Sales Admin and distributors to perform database cleansing on quarterly basis.
o Field market visits: ensure market visits covering key customers (class A outlets) and potential new outlets; perform outlet visits with clear objectives (e.g: DMS database check, service quality check, new customer offering, offering new products, etc.); record all outlet visit results into DMS for later statistics and action planning.
o Perform monthly sales forecasting which considers distributor inventory, sell-in/sell-out targets of distributors and market competition. Work with direct supervisor and distributors to design action plan and/or acquire necessary resources to deliver monthly sales target.
• Resource management:
o Effectively work with direct supervisors and Company's stakeholders to acquire required resources to deliver business plan target effectively.
o Always manage travel expenditures in good manner;
o Manage allocated market investment budget in efficient manner: always perform site check for every investment proposed by distributors; assure distributors' proposed investment aligned with Company's strategic intents in all angles from financial indexes to brand perspective.
o Always assure highest compliance with Company's policies governing expenditures and investment.
Territory Management
• Work with distributors to build universal outlet database and market demand potentiality.
• Based on current active customer databases, work with distributors and their DSRs to classify active outlets into A, B, C groups; design effective sales plans and sales routes to ensure of efficient visit schedule to appropriate outlet groups;
• Regularly review market potentiality with DSRs and work with distributor owners to design effective programs to acquire new outlets and/or increase SoW in existing outlets. Ensure market areas are covered in effective and efficient manner, all market opportunities are captured effectively.
• During field visits, always perform outlet V&V to check on: service quality of distributors and/or DSRs, outlet information and transactional data accuracy (for DMS compliance assurance), on-job training to DSRs on sales process and SFA compliance, CBS cases from other market areas into his.
• Assure sufficient outlet knowledge and work with distributor owners to prevent potential CBS from distributors to neighboring market area.
Distributor Management
• From business plan target, work with distributor owners to break annual sales volume target, quality mix and other KPIs into quarterly and monthly targets/KPIs of distributors and individual DSRs. Work with distributor owner to identify and acquire necessary resources from personnel to working capital and assets to execute business plan successfully.
• Work with distributor owners to schedule and perform effective progress-check meetings in every market visit and monthly/quarterly business review meeting (MBR/QBR meetings). All meetings should cover major KPIs including but not limited to leading indicators (AO, NO, LO, share of wallet, volume per order, SKUs per order, etc.), sell-out volume by DSR, quality mix by district/market area, outlet coverage reality and expectations, customer service level and responses to customer feedback, etc.
• Work with distributor owners on regular basis to make sure of sell-out/sell-in/quality mix targets are met at the end of the month/quarter/year.
• Assure effective distributor cooperation with Company's processes (such as T&T, DMS, SFA, etc.). Work with distributors and Company stakeholders to address issues and overcome hurdles in implementing Company's processes.
• Act as effective communication channel between Company and distributors to ensure: all customers' and distributors' feedback are reported to Customer Room and VoC/VoD channel timely and accurately. Work with stakeholders to ensure all customer and distributor feedback are responded to on timely and sufficiently basis.
• Perform periodical physical inventory checks (at least 4 times per year per distributor) and work with distributor owners on inventory reconciliation and accuracy.
• Upon request from supervisor, perform Distributor Capability Evaluation in knowledgeable manner. Work with direct supervisors and distributor owners on gap-closing action plans to bring distributor operation to the level expected by the Company.
• Distributor replacement: in case distributor(s) failed to upgrade their capability to the Company's expected level, perform market research, prospect screening and nomination for management's decision.
• Continuously improving his knowledge about market competition and key players in his market area to support distributors in designing effective local site marketing programs to win competition.
Team Capability Development
• Assist distributor owners to recruit DSRs and responsible for providing or coordinating trainings to the DSRs to achieve and exceed sales targets, ensuring professional conduct and adherence to company procedures.
• Provide timely instructions and/or consultancy to DSRs to win the competition and maximize coverage of Company's products in the market by conducting tailgate meetings (on-line or on-site) with DSRs to discuss all KPIs, competition and sales tactics.
• Provide consultancy to distributor owners in DSR remuneration scheme to attract and maintain talents; ensure distributor owners paying all Company financial supports and/or rewards to DSRs are paid to beneficiaries on time and in full.
• Cultivate a collaborative and high-performing team environment.