Regional Sales Manager (Mekong)

Key objectives

• Develop business strategies and be responsible for achieving business objectives in the assigned region

• Driving profitable growth agenda with a focus on penetration, availability, visibility and rotation of portfolio

• Ensure business plan is delivered through a strong and sustainable distributor system in the assigned region

• Build and develop a high-performing and strictly complied field force with operational excellence, professional and effective working culture for the assigned region

Job Responsibilities

1. Territory, outlet management

• Set up business strategies on sales revenue, profit, coverage, display, and growth at the assigned region and be responsible for the region's achievements of the above targets

• Analyse business results & opportunities, foresee all risks and propose corrective measures to ensure business results as planned

• Be responsible for managing salesforce in the assigned region to comply with master coverage plan (MCP), implementation of pricing policy, point of sales material (POSM) installation & management basic call procedure (BCP) and Perfect store (PS) standards

• Ensure the salesforce builds & leverages relationships with customers, especially key customers (wholesales/PS customers) to deliver sales targets

• Control budget, P&L and maximize the efficiency of investment for the assigned region (resources, promotion programs, …)

• Make reports on market, risks, business opportunities, growth

2. Distributor management

• Set up and allocate business targets to distributors (DTs) within the assigned region

• Ensure DTs' capacities within the assigned region with adequate facilities, warehouses, finance, resources, stock, sufficient supply of products to the market and product delivery with full retail invoices, correct prices to correct outlets on time in full (OTIF) as per Company's requirements

• Ensure DT complies with the Company's safety, explosion, and logistics standards regulations. Ensure DT cooperates and accompanies with Company in implementing programs and policies in the divided area

• Ensure DTs' payment/ claims as per Company's requirements

• Update DTs' issues and provide solutions to resolve them and prevent systematic issues within the assigned region

• Conduct annual assessment, training, develop and close DTs in the assigned region as per the Company's regulations

• Ensure DT fully implements the processes and policies for the salesman as prescribed by the Company

• Be responsible for recruiting new DTs to meet business requirements

3. Develop self & others

• Build people strategy to set up and develop salesforce in the assigned region

• Recruit & train Area Sales Manager (ASM)/ Sales Executive (SE) to meet standards

• Build up and deploy business goals, and priorities for each area in the assigned region and ensure the completion of such goals

• Assess, and guide employees on daily/ weekly/ monthly performance and provide solutions on performance improvements

• Conduct field coaching, and training to develop employees' capacities and the efficiency of on-field execution. Ensure applying field coaching tools through levels of field-force

• Recognize, support and guide employees to resolve issues in daily works

• Plan and take charge of building talent pipe-line in the assigned region

• Participate & complete all mandatory training courses as per Company's regulations

• Drive other functions to build and develop sales programs, promotion programs, and procedures… to improve in-field execution and business results in the assigned region

4. Compliance

• Ensure the compliance of him/herself and the team in assigned areas with the Company’s policies/procedures and local regulations (including Compass, Safety rules, Sales Code of conduct…)

- Education: Bachelor's degree

- Experience: At least 10 years in FMCG Sales, prefer 5 years on a managerial level

- Knowledge and skills:

• Deep insights into the FMCG market

• Strong leadership skill

• Good interpersonal skills at different levels

• Be able to inspire & influence others

• Be result-oriented and work well under high pressure

• Good English communication skills

• Be able to travel across regions