POSITION SNAPSHOT
Location: Thailand
Company: Nestlé Professional
Full-time
Bachelor’s degree in marketing, Business Administration or related field; with at least 2 years’ experience in Regional Sales Manager position or 4 years of experience in Area Sales Manager position.
Good command of English level
A DAY IN THE LIFE...
- Manage Sales Force (food service) and Distributors in the assigned region to achieve commercial objectives, including sales target, distribution, merchandising, etc.
- Actively participate within ICP process, support definition of Field Sales Strategy to implement Channel Strategy and Customer Plan
- Allocate and cascade the regional sales target to each salesperson on an individual basis.
- Ensure good performance of the sales force in field operations in terms of sell-out, distribution, product merchandising and sales call effectiveness and productivity.
- Follow-up the sales figures against the set sales target on daily and monthly bases; provide recommendation for necessary actions.
- Periodically conduct a business plan and review with customers.
- Conduct regional sales promotion activities within the assigned budget.
- Monitor POP implementation by salesforce to ensure that it is in line with the commercial plans (Brand/Channel/Customer Strategies) mainly via meeting, market visit, auditing, etc.
- Design the territory plan and monitor route and itinerary efficiency for sales force in the assigned region.
- Perform distributor management including recruitment, selection, manage and review, and termination together with Account Manager and Channel Development Team.
- Manage, allocate and monitor TTS spending according to the regional budget.
- Manage smooth regional office operations.
- Check and approve field sales incentives to ensure correctness and eligibility.
- Reinforce the effective and efficient field sales execution to deliver the Field Management Best Practices (FMBP).
- Ensure prompt payment from customers and take necessary actions to minimize bad debts.
- Collaborate with peer RSMs to share best practices within Field Sales, Distributor Management etc., liaise with cross functional teams to drive regional Field Sales related initiatives.
- Ensure full compliance to WHO-Code, Nestlé policies and Instructions and local legislation in the context of delivering objectives by self/entire Team.
- Perform people development role for the specific region through Performance Management, providing input for career planning and development, and on-the-job coaching for field sales force.
ARE YOU A FIT?
- Bachelor’s degree in marketing, Business Administration or related field; with at least 2 years’ experience in Regional Sales Manager position or 4 years of experience in Area Sales Manager position.
- Understand all sales functions i.e., Trade Marketing, Customer, Field Sales
- Strong experience in Team and Field Sales Management, Distributor Management Best Practice, Market Intelligence and Channel/Shopper Trends
- Good knowledge of channel structure and opportunities in the region