The Retail
Sales Executive is responsible for the retail sales towards achievement of company sales objectives within the country. The role is accountable for developing new business opportunities from the corporate segments to achieve the sales targets, through relationship development and management with key customers and business partners.
• To have sound commercial sense, business acumen and strong sales funnel management capabilities, able to prospect new business opportunities effectively.
• To work very closely with Product Marketing team to ensure all the product management and sales activities are perfectly in synchronization with each other at all times.
RESPONSIBILITIES
• Ability to formulate, plan & implement creative sales strategies to create demand, opportunities, maximizes market penetration and accelerates sales growth development.
• To explore and identify opportunities to drive continuous improvement in sales and actively promote company's products and image to the related customers market coverage.
• Ability to perform sales forecasting and customer relationship management.
• To arrange product demonstrations and benchmark tests for major account customers.
• To conduct market research on competitor's performance/activity and pricing.
• To participate in adhoc projects or assignments as directed by the Direct Manager
KEY RESULT AREAS (KRA) MAJOR ACTIVITIES OUTCOME
Monitoring and tracking of individual sales team
activities • Monitor sales activities report submitted on a
weekly basis
• Feedback to individual
sales staff on direction
taken by them
• Build effective customer relationship
management • Sales activities reports created
• Increased understanding of sales direction to
be undertaken by individual sales staff
• High level of customer service and customer
satisfaction maintained
Planning of yearly sales activities and strategies • Plan sales strategies and activities to drive
sales target
• Identify the right strategy to drive business
activities • Yearly sales strategy planned and
communicated
• Report tracking submission: Sales Report
Monthly
Identification of key business opportunities in the
retail sales industry • Identify buying and spending trends of large
corporate & government customers to
accurately forecast business revenue
• Identify budget plan for delivery of services to
corporate & government customers • Updated knowledge on the movements of key
clients within the corporate & government
industry for accurate identification of repeat
order opportunities
• Maintained smooth delivery of quality service
of corporate & government customers for
increased customer retention
KEY RESULT AREAS (KRA) MAJOR ACTIVITIES OUTCOME
Channel partner development & management • Implement and keep track marketing and
rebate programs to motivate channel partners
& achieve business objectives.
• Work closely with dormant resellers/master
dealers/modern trade/online channel to
reactivate.
• Identify potential reseller needs and interests
• Analyse channel partners' sales and industry
trends and make appropriate
recommendations on strategies to
improve/enhance sales.
• Work with product managers to manage
channel partners' price discount or sales
promotion support requests.
• Active engagement of top 20%
resellers/master dealers/modern trade/online
channel to increase depth of sales. • Achieve sales targets & other marketing
objectives. Motivated channel partners.
• Revival of dormant resellers/master dealers'
sales.
• Effectively communicate benefits and
opportunities available to meet needs and
interests.
• Long-range planning needs are met. Sales
recovery and sales over-achievement.
• Timely response to channel partners' request.
• Top of mindshare. Increased sales.
Delivery of sales reports • Update record of each Sales Staff's sales
activities reports and progress
• Update record of all Retail Sales main clients
and sales development activities with
Dealers/SI • An effective report for efficient sales and
customer relationship management delivered
• Report submission tracking: Weekly
Attendance Report
Planning and implementing the overall Distribution
Channel Strategy • Monitor the implementation of the distribution
channel strategy, considering the following
factors to drive growth
a) Overall Product Portfolio
b) Strategic importance and priorities of certain product categories
c) business model
d) Competitor's situation
e) available resources (includes staff
headcount) • Achieved Sales Target set for the EAP-R
against the overall regional target
• Report submission tracking:
a) Sell-Thorough & Inventory Report -
Monthly
b) Competitors Tracking Report - Weekly