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National Sales Manager

Job requirement


· Formulate the sales & “Go-To-Market” strategies/Plans for entire product portfolio as well as sales strategies for individual brands/ products in-line with Brand Marketing strategies.

· Assign Channel/geographical sales territories and establish and monitor key performance indicators for sales team

· Develop Sales People strategy and Organization structures, then propose human resources to deliver the sales strategy and objectives for short and long term.

· Develop and review sales plans on monthly and quarterly basis.

Sales target

· Develop and monitor key performance indicators for sell in and sell out targets for the sales departments.

· Oversee pricing and contract negotiations with key customers to facilitate sales agreements and achieve targeted margins.

· Provide direction of sales forecasting and reporting processes/activities

· Coordinate with Marketing/Trade Marketing teams to create sales activities and monitor and review sales team and individual sales performance to meet target to achieve sales target.

Ensuring profits

· Oversee and manage sales departmental operating budgets and costs according to annual allocation to ensure efficient usage and resources

· Manage sales related cost within and approved budget. Adjust if needed and find ways to optimize budget to achieve brand’s profits by customer.

· Ensure spending efficiency (sales force cost, rental fee, promotion scheme, credit control, etc) per channel/Client/store effectively.

New Business Development

· Identify business opportunities, and pinpoint improvement areas.

· Expand and grow numeric distribution or coverage depending on potential demand, competition, SKU per Client/region.

· Collaborate with cross-functional leaders in anticipating clients needs, defining and leveraging cross-products/industry business opportunities

Quality and Productivity

· Ensure quality of daily in store execution, merchandising and product rotation FIFO on the market.

· Ensure daily and monthly reports done by Sales Supervisors are on time with good quality.

· Ensure an efficient communication flow between the different stakeholders

By communicating the sales strategy & business performance to management and different stakeholders.

By spreading the instruction to the field correctly.

Customers and other external relationships

· Develop and build long-term strategic relationships with key retailers/customers to achieve business objectives.

· Develop Top to Top meeting business review with strategic Clients to align annual/quarterly business objectives.

Environmental and social responsibilities

· Acts with integrity – honor commitments, take responsibility on decisions, and behave consistently.

· Suggest/Provide formal compliance trainings if needed to field force and customers.

Human Resources Development

· Set direction and cascade team/channel/function goals to ensure goals are well define and clearly communicated

· Set individual key performance indicators for direct reports and manage their performance to ensure team is performing on track.

· Work with Division Director and HRBP in people related matters of direct reports (e.g. building development plans for high-performers, staffing, performance management, recognition & rewards.)

· Manage staff turnover rate compliance with market rate in FMCG industry.

· Improve sales capability and develop career plan with regular feedback to the team.

Building organizational strength

· Proactively collaborate with other team members in brand and other departments to achieve common goals.

· Assess brand or cross-functional working process and adjust where necessary to ensure that resources are appropriately utilized.

· Drive self-learning and manage Sales Team’s learning & development of Field sales and company expected behavior

Job requirement

1.       Required diploma and/or level of professional experience:

·        University BA graduate.

·        5 year experience in international FMCG environment at management level.

2.       Required skills:

Technical & Professional competencies required:

·         Demonstrated advanced knowledge and understand of the industry/FMCG market/competitors/customers

·         Strong negotiation especially trading terms with customers.

·         Strong research, analytical and planning skills

·         Strong and deep knowledge of category management and new product management.

·         Leadership skills and Sales team management skills

·         Recruitment and people development skills.

·         Sales Ethics and knowledge of the legal aspect and the rules of competition.

·         Demonstrate fluency in English (both written & spoken)

Personality and Qualities:

·         Passion for growth in organisation and pressure management.

·         Result oriented


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