B2C Sales Supervisor (Nghệ An Base)

The B2C Sales Supervisor is responsible for driving 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 B2C channels, including independent workshops (IWS), garages, and retail outlets, and acts as a key link between the company, distributors, and end-users.
Sales Operations & 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 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) 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-hocs 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,
o Use the sales process and tools, including SFA and DMS: check in/ out of distributor and customer, market report, meeting minutes, training & coaching DRS, working plan, ...
o Conduct regular field visits and meetings with DSR
o Monitor to detect the issue of the DMS data input accuracy (SO/ SI/ Inventory ...) and take actions to improve it
o Visit key customers in the assigned areas (e.g: Group A MCO, G1 of PCMO,...)
• Drive sell-out through existing outlets by conducting regular field visit, providing technical product training, understanding needs, handling complaints, offering tailored solutions, gathering Voice of Customer (VOC) feedback, and customizing offerings (if needed).
• Collaborate with distributors to implement action plans focused on retaining existing outlets.
• Identify gaps in territory coverage, assess potential new outlets, facilitate their opening, and provide necessary training.
• Supervise retail outlet network and sales out report of distributor closely to find out and prevent CBS/ PE.
• Develop plans and implement workshop activities for customers as allocated budget.
• Coordinate, implement or/ and supervise DSRs on marketing programs for both distributors and outlets (Sign board, Events, POSM,...).
• Strictly follow company's and sales' processes, guidelines, and standards.
Territory Management
• Geographically define and map sales territories, segmenting them based on factors like customer density, market potential, and competitive landscape.
• Develop and execute agreed-upon sales activity plans to maximize market coverage, penetration, and sales volume within the assigned territory.
• Analyze sales data, market trends, and competitor activities to identify new growth opportunities and propose to RSM.
• Conduct in-depth analysis of sales performance (SI/SO/KPIs...) by product, customer, and other relevant factors.
• Survey and regularly update demand forecasts (by dealer/ customer and SKUs) to the RSM, based on market information, customer's inventory, volume target.
• Assist distributors in expanding their active retail outlet network by open new outlets and re-active ones.
Distributor Management
• Evaluate potential partners based on their network, capabilities, financial health, and alignment with company values, then propose the selection of new qualified distributors to RSM.
• Build, manage, and develop relationships with currently appointed distributors through regular meetings, understanding their needs, addressing complaints, providing tailored solutions, gathering feedback (VOD), ensuring healthy stock levels, efficient supply chain management, and providing necessary support.
• Continuously monitor distributor performance through reports on SO, SI, Inventory, and KPIs.
• Work closely with distributors to understand their capabilities, financial matters, and P&L to solve problems and identify opportunities for mutual growth, including identifying potential risks.
• If any Distributors are also Key Accounts of the company, Sales Supervisor must nurture strong relationships and closely manage them through regular interactions, understand their business plan, P&L, understanding their needs, offering customized solutions, gathering feedback and implement improvement plans.
Team Capability Development
• Recruit (if require), lead, manage, and train the DSRs to achieve and exceed sales targets, ensuring professional conduct and adherence to company procedures.
• Set up effective weekly and monthly work plans, conduct regular reports and meetings, and deploy effective business plans via SFA and DMS.
• Cultivate a collaborative and high-performing team environment.