Associate Director, Omni Channel Sales

**Your Job**

You’re not the person who will settle for just any role. Neither are we. Because we’re out to create Better Care for a Better World, and that takes a certain kind of person and teams who care about making a difference. Here, you’ll bring your professional expertise, talent, and drive to building and managing our portfolio of iconic, ground-breaking brands. In this role, you’ll help us deliver better care for billions of people around the world. It starts with YOU.

**Role Accountabilities & Responsibilities**:
The Associate Director, Omni Channel - MY & SG role is a senior leader and a member of the Malaysia-Singapore (MY-SG) Consumer Leadership Team. The role leads the entire Modern Trade & E-Commerce (Omni Channel) organization both account management and operations teams. The Omni Channel team is a high-performing team and this is a significant and high-visibility leadership position, expected to demonstrate the spark, agility, functional skills, entrepreneurial spirit and maturity to grow the business and people. The position requires strong leadership ability, with in-depth cross-channel knowledge of both offline and online Sales, Customer Management and Shopper marketing. The role is responsible for developing and executing Sales strategies aimed at achieving agreed Sales, market-share and earnings objectives. Incumbent is tasked to lead, direct and coach the different consumer Sales functions towards the achievement of said objectives. He / she is also responsible for developing and driving the implementation of the Omni Channel organization’s OGSIM (Objective, Goals, Strategies & Measures) year on year while developing organizational capability and competencies critical to the achievement of the Omni Channel organizational goals and strategic directions.

1. OVERALL -LEADERSHIP AND BUSINESS OBJECTIVES DELIVERY
- STRATEGY:

- Define the 3-5-year strategic offline and online Sales Plan and high-level channel and category priorities to ensure K-C wins in market
- Develop and deploy the annual strategic Sales Plan in alignment with regional and local strategic objectives to deliver country targets
- Identify channel-wise short and long-term priority areas and align the entire Omni Channel org behind key priorities
- Co-develop and define the execution of Sales RGM strategies (in collaboration with RGM and Customer Strategy Development counterparts).
- LEADERSHIP:

- Lead and motivate the MYSG Modern Trade & E-Commerce organization to deliver country volume targets across sectors
- Provide strong direction and problem-solving guidance to customer Sales, trade marketing and Sales ops teams in executing their day-to-day work
- Collaborate with other channel counterparts to deliver balanced and equitable sales delivery across channels.
- EXECUTION:

- Deliver topline (Gross & Net Sales Value), volume and market-share growth, in-line with overall company objectives - across sectors and across channels
- Manage Trade Spend budgets; cascade trade spend targets and maintain tight controls
- Set stretch Sales targets across the Modern Trade & E-Commerce organization; Monitor progress vs. objectives
- Develop, review and approve country demand forecast at granular level of detail (Customer, SKU, Geography)
- Set measurable Sales-execution targets (DPSM - Distribution, Pricing, Shelving and Merchandising), track execution and implement action plans to correct execution, where necessary
- Demonstrate and foster entrepreneurial spirit by continuously identifying, addressing and executing on identified opportunities and mitigation of risks

2. DISTRIBUTION:

- Distribution - Lead development of plan to optimize KC Reach / Coverage; establish coverage, calls / day and effective calls / day (productivity) targets; establish work plans and monitor achievement.
- Availability - Lead development, review and approval of priority code lists by customer type and monitor compliance.
- Optimal Customer Service - Lead the review and approval of the Modern Trade and E-Commerce Sales monthly and quarterly forecast. Collaborates with the Supply Chain team for the delivery.

3. CONSUMER / SHOPPER / CUSTOMER
- Category Management - Lead and be functionally responsible for in-country implementation and maximization of the K-C Category Management Process, Category Management Solutions with internal & external customers. Review and approve shopper research strategy and implementation.
- In-store Activation and Promotions - Ability to conceptualize and design in-store category programs and promotions, leveraging channel-specific (Hyper, Mini, Pharma etc.) insights; accountable for the deployment of effective local activation plans and promotions; Responsible for control of Trade Promotion Funds
- Merchandising - Accountable for the development and deployment of in-store merchandising, ability to work with third-parties to design creative solutions, control of merchandising funds.
- Demonstrated expertise in customer and sh