Regional Sales Manager

1. JOB PURPOSES
The Excellence Commercial Manager is responsible research, analyse, propose and implement commercial strategic plans to seek, build and develop new partners, new markets, new customers to align with the business growth target of organisation.
2. CRITICAL ACCOUNTABILITIES
2.1 Commercial Performance Management
• Work with Management to define business direction goals for short term & long term.
• Identify and map business strengths / business demands to develop business growth strategies and plans.
• Build, monitor, analyse and manage achievement of KPIs/ Goals towards individual and team performance.
• Generate sufficient reports to capture the current & future business with solid data collection.
• Analyse reports from External (Distributors, Outlets, Market...) & Internal for demand forecast & actions.
• Develop policies, procedure, [protected info] keep business operations moved smoothy.
2.2 Distributors & Distribution Channel Development (Sales In)
• Manage, supervise and analyse Distributor's business operation performance in terms of P&L, inventory, financial situation, resources, promotion programs, [protected info] actions plan.
• Deliver consultancy, advice on business strategies to help distributors' sustainable growth.
• Developing and nurturing relationships with Distributor and key customer accounts.
• Collaborate with the functional teams to deliver immediate support to resolve business bottleneck.
• Collect and handle customers' feedback and behaviour.
• Identify capable candidates to recruit qualified distributors.
• Handle progress of merge or termination of distributors
2.3 Market Development (Sales Out)
• Manage outlets mapping and outlets business performance.
• Research, analyse and do assessment markets situations i.e. prices, demands, supplies, competitors.
• Develop & propose new business applications based on market demand.
• Identify business opportunities in target markets to ensure effective products coverage & visibility.
• Conduct research market to identify opportunity for channel expansion, products display, new market...
• Analyse data from market and consumer studies to generate commercial insights.
• Monitor market movements (customers, competitors, laws & regulations etc) to realize opportunities, minimise threats and provide consultancy for strategy & business planning.
2.4 Sales Force development
• Supervise, evaluate and analyse individual/team performance to provide necessary support and decision.
• Identify capability gaps among team members and develop actions plan to close the gap.
• Deliver training, coaching, recognition appropriately to ensure team performance against Sales targets.
• Demonstrate an effective leadership performance to build & promote positive working culture among team (ethic, transparency, ownership, discipline, innovation....)
• Set up work plan (meeting, reports...) by weekly, monthly to ensure well understanding on team performance situation.