Main Purpose of Job
Lead the development and ensure the implementation of annual customer plans, ensuring they are well-executed in stores and aligned with business objectives. Achieve sales targets, revenue, and profitability goals.
Key Responsibilities
1. Team Leadership and Execution:
• Implement monthly, quarterly, and yearly customer plans and company activities (trade promotions, consumer promotions, support activities) to achieve sales targets.
• Manage daily in-store KPIs to achieve Excellence of Execution (EOE) targets.
• Ensure availability and visibility of new innovations.
• Oversee sell-in, sell-out, inventory, and ensure disciplined selling to the right shoppers.
• Performance Indicators: Achievement of sales targets, EOE performance, innovation performance.
2. Visibility and Image Management:
• Ensure visibility and image at assigned customers and areas (main shelf and off-shelf).
• Provide feedback and action proposals to internal teams and cross-functional departments.
• Explore and secure optimal locations, POP, and POSM in stores to maintain leadership in visibility while ensuring ROI.
• Performance Indicators: Quality of images in stores compared to competitors.
3. Market Information and Reporting:
• Provide timely and quality market information, centralize area reports, and develop action plans to meet business results.
• Performance Indicators: On-time and quality reports.
4. Team Development:
• Lead, coach, and guide the operations team (
merchandisers, sales representatives,
sales supervisors) through regular meetings and on-field coaching.
• Ensure career development, succession planning, and development of direct reports.
• Performance Indicators: Number of coaching sessions, achievement of succession and development plans.
5. Cross-Functional Support:
• Collaborate with cross-functional teams to handle delivery issues, customer complaints, stock returns, etc.
6. Distribution Expansion:
• Expand distribution according to customer NSO and set routes to market for the operations team, ensuring excellent execution in the market.
• Performance Indicators: Number of outlets with HVN portfolio as a must-sell list.
Customer Relationship Management:
• Develop and maintain relationships with customers at the store level, handle objections and complaints effectively, and follow up on customer requests.
• Performance Indicators: Meetings or business reviews with key stores.
• Over 5 years in sales operations.
• Understanding of sales functions (
trade marketing, customer planning, field sales, customer service, finance).
• Proven success in diverse sales roles and handling multiple categories.
• Ability to motivate and develop people.
• Capability to guide, lead, and build teams.
• Good relationship with customers.
