Area Sales Manager

Position Summary

The Area Sales Manager supports Regional Manager to develop, leads implementation and monitors plans towards the achievement of targets of his area of assigned territory. He provides daily work direction to the USM/USS members of his team so that sales targets and other distribution KPIs are achieved or exceeded.

The incumbent has direct responsibility for achievement of sales and all other fundamental targets (including distribution, new product launches, distributor inventory … within his assigned Area territory. He contributes to the growth and operating results of the company by leading the General Trade sales team (including USM/USS and DSR) in his Area by building the skills and abilities of the team.

Accountabilities

Major Action: (What you do and how you do it?)

Sales, distribution and selling system

 

1. Support & discuss to RSM to develop a sales, distribution and trade plan to achieve the targets that is aligned with the company, Region’s objectives and strategy for the area that he is responsible for.

2. Set up and manage the Area distribution system including appointing and allocating territory to distributors, sales force, retailers, selling routes, delivery team & means…that follows the national,region sales and distribution strategy, model and guidelines.

3. Support RSM to allocate annually and quarterly sales and distribution target to the sales team and distributors

4. Lead alignment of annual & quarterly business plans and sales & distribution fundamental targets with distributors in the Area.

5. Ensure the sales team and distributors to comply with Kimberly-Clark Viet Nam working process and policy.

6. Support RSM by providing inputs from the Area for the RSM to prepare monthly sales forecast and trade promotion plan.

7. Ensure excellent execution in the Area including basic sales execution, promotion… by review and tracking of both back office and in-field execution.

8. Manage and ensure the compliance (full, on time, accurate) of selling and reporting system (MCP, DMS...) used by the sales team and distributors.

9. Consolidate & manage distributors orders, account receivables and coordinate with customer service staff, finance controller and sales team on daily, weekly and monthly basis

10. Propose and execute aligned action plans on distributors’ capability, including review of distributor’s finance and P&L, ROI to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark.

11. Proactively provide feedback, analysis and consultancy and propose opportunities / challenges about sales, distribution and trade marketing strategy/policy to upper level

12. Review and approve weekly and monthly working and travelling plan of USM and manage their traveling expenses

13. Train, coach and do field visit to develop USM, DSR to higher level

14. Work closely with RTM on route optimization on monthly basic to enhance the quality and efficiency of the route

Expected End Result (Why you do it?)

1. Achieve or exceed sales, share and distribution targets set for the Area.

2. Right products are sold to the right customers at the right time

3. All KCV policies and requirements are executed to standards

4. Best service is provided to the distributors/ retailers and maintain a strong and long-term partnership

5. All issues or business potentials are timely solved or escalated to higher levels

Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)

1. Achieve sales target of the year: both primary and secondary sales target

2. Achieve target of distribution for each sub-brand

3. Achieve sales fundamentals target: outlet coverage, Active outlet, invoice/DSR/day; SKU/invoice, MSL

4. Achieve target of DSO and AR overdue, ROI

5. Average distributors inventory is within the standard

6. DMS system meets standard

Market development, Trade marketing, new products launching

Major Action: (What you do and how you do it?)

1. Coordinate data and input for category forecast to support RSM to develop promotion plans.

2. Ensure the sales team and distributors to have excellent execution of all trade marketing programs, product launchings in the Area: POSM, customers’ activation, displays…

3. Allocate and manage the trade marketing spending and tools (display, POSM…) to each distributor in the Area including creating and maintaining tracking and reporting system.

4. Prepare analysis of trade marketing investment vs. sales growth in the Area; provide marketing function with information, data and feedback to build trade marketing plans, launching plans and give recommendation to marketing function and upper level.

5. Analysis the monthly performance by distributor, province and together with RTM to give out the suggestion, solution to improve the effectiveness and efficiency, productivity of the team, area.

Expected End Result (Why you do it?)

1. Meet and exceed all launches’ KPIs in the Area

2. All promotion plans are effectively planned and executed

3. Build success model at every province, city with 01 distributor as good example for other to learn and apply

Ways to Measure Accomplishment

- Achieve all KPIs for new products launch

- Achieve distribution target by sub-brands

- Achieve KPIs and target for merchandising and POSMs in the market, KPIs

- Improve all KPIs of fundamental in area by distributor, USM

Major Action: (What you do and how you do it?)

People management/organization development

1. Develop USM/DSR to their full potential through Performance Management coaching, appropriate training and education, goal setting and career development.

2. Provide training and coaching to USM as well as DSRs

3. Build and lead strong winning culture and stable organisation in Area

4. Support RSM to identify talent people within his area for appropriate development plan

5. Review Development Plan and anytime feedback for further development of each member

6. Coordinate with RTM team to build up and execute training plan for team

 

Expected End Result (Why you do it?)

- 100% completion with required standards of Global Performance Plan (GPP) for each subordinate.

- 100% completion with required standards of a Career Development Plan (CDP) for all subordinates.

- High winning spirit, motivation and retention of skilled and talented team.

 

Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)

- Completion rate and effective GPP and CDP

- Attrition rate and reason.

- Growth and development of team members instigated and supported.

- Team winning culture judged by sales leadership team

- Improvement in team performance including USM and DSRs

Essential

University or college graduate

At least 8-10 years of experience working in sales of FMCG

At least 3 years in Sales Management level or relevant ASM level at other company

Good at Office computer skills (word, excel, pptx)

Good analytical thinking

Effective communication skill

Good negotiation skill

Good problem solving skill

Strong leadership background (planning, coaching, mentoring, people development)

Strong inter-personal skill

Strong business acumen

Integrity / Innovation / High adaptable

Desirable

Basic Marketing understanding

Basic Finance concept understanding

English skills (be able to communicate in English both speaking and writing)

• Bằng cấp: College
• Độ tuổi: Không giới hạn
• Hình thức: Nhân viên chính thức