The Vietnam Foodservice Business is identified as one key pillars of growth for Fonterra Brands Vietnam with the expectation to grow volume and value in the next 3 years. Hence, this position is critical to generate revenue and profit for the business unit by selling Anchor Food Professionals product (ie Butter, Cheese, Cream, Cream Cheese & Milk) to foodservice outlets like 5-star hotels, Bakeries, restaurants, beverage houses and others.
Key Accountabilities
Sales Execution:
• Monitoring on own daily/ weekly sales run rate to ensure that it is on track vs assigned target.
• Introduce new products and implement any promotional programmes from the Channel Team
• Maximising market potential via effective Route to Market (RTM) to achieve targeted distribution in width (geographical expansion) and depth (share of wallet in dairy category, increase PRC).
Sales Capability:
• Plan daily/ weekly/ monthly work accordingly by route (pre-call/ call plan), follow the sales discipline
• Learn how to use the sales tool that was provided to enable solution selling and capture customer insights as much as possible for account development.
• Negotiate with customer on the best pricing to drive profitable growth for each of the category.
• Continuously make an effort to improve product knowledge through the training programme and work closely with Line Manager on personal development.
Sales Operation:
• Responsible for completion of monthly sales report (ie working plan, competitor information, potential customers).
• Gather timely accurate market information and analyse all relevant customer/market data across the various market segments in a Foodservice database
People Management & building sales capability:
• Recruit, train and coach sales team on solution selling and how to use the sales tool properly
• Manage sales team daily routines to assure the sales disciplines are in place
• Manage & motivate
sales staff through a proper development plan to ensure they deliver their best.
