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Area Sales Leader

2 weeks ago

Klang, Selangor, Malaysia Fonterra Full time

Job Description

The Area Sales Executive is responsible for cultivating strategic partnerships with key outlets through proficiency. This role requires managing distributor salesmen to achieve set sales objectives and targets.

Main Responsibilities:

  • Managing the Distributor's salesmen to achieve the sales objective and targets set above.
  • To ensure distributors implement the agreed action plans within the stipulated time frame and submit required reports on the results achieved upon execution of the action plans.
  • The main purpose of the role is to cultivate Strategic Partnerships with Key Outlets through proficiency.
  • To regularly review the distributor's capability and infrastructure support through monthly Distributor Business Review to ensure achievement of sales, effective call rate, numeric distribution, service levels targets and merchandising standards in field execution.

Key Accountabilities:

  • Delivers volume (tons & ctn) and value (Net Revenue)
  • Manages customer trade spend (GTN) within budget, including trading terms and product returns
  • Category Strategy
  • Understands customer prioritization framework for customers
  • Defines customer tactics basis prioritization

Commercial Planning:

  • Implements operational plans aligned to activity grid (SMAP) and channel strategy.
  • Provides accurate, complete and timely bottom up forecast via historical data, business trends and insights

Category Activities:

  • Communicates clearly and timely plans, activities and spend to CRO and Key customers
  • Monitors trade spend with CRO and customers and Sales Finance
  • Participates in business development programs (samplings & road show) to further improve in-market execution

In-Store Excellence:

  • Executes Picture of Success in outlet and tracks the same- 5Ps (Product, Price, Place, Promotion, POSM)
  • Implements insight-based standards on retail execution by channel and refine using ROI analysis
  • Coordinates with merchandising agency for timely and quality execution
  • Provides timely feedback to internal and external stakeholders on store issues and opportunities
  • Achieves speed to market on innovation including NPD, events, promotions, and POSM

Channel/ Customer / Account Management:

  • To professionally manage and evaluate distributors' overall performance and draw up agreed action plans to address issues and leverage opportunities through the monthly Distributor Business Review
  • Responsible for the achievement of sales and distribution targets set
  • Ensure CROs implement Company's promotional activities effectively in all General Trade channels
  • Conduct distribution audit during market visit and discuss follow-up actions with CROs concerned.
  • Participate in monthly discussions with Area Sales Manager, and distributors' field sales personnel to resolve trade and other operational issues

Organizational and People Management:

  • Owns individual development program
  • Participates in training to enhance competencies