Area Sales Manager - Malaysia - Fonterra

Fonterra

Verified Company

Malaysia

1 week ago

Posted by:

Siti Tan

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General Information:

Job Purpose

To conduct monthly business planning meetings with designated distributors focussing on Sales Performance, Coverage, Call Planning, Distribution, Merchandising and Service Levels, to continuously improve distributors in field executions.
Ensuring that area sales and development objectives are achieved through planning, direction, motivation and followup activities with the areas field sales team
To regularly review the distributors' infrastructure with the objective to upgrade as necessary to effectively handle the increasing competitive and challenging market environment and to train and develop the team of CRO / Van Sales.

Responsibilities
Distributor Management

Set sales and distribution targets, in consultation with Trade Marketing Executive, for each Distributor under his/her charge.
Ensure the adherence to the agreed journey plans for Distributors field sales personnel.
Conduct Distribution audit during market visits and discuss followup actions with Distributors concerned.
Evaluate continuously distributors' overall performance and come up with alternatives/solutions if certain distributors are performing below par.
Hold monthly discussions with ASE together with Distributor owner, CRO and Merchandiser to update Sales KPI performance and resolve trade / operational issues.

Financials

Responsible for credit control and timely collections of receivables.
Manage the sales and marketing budgets and ensure the promotional budgets are effectively and prudently spent.

Commercial Planning

Ensure Company's promotional activities are cascaded down and implemented effectively by all field sales personnel.
Evaluate competitive activities, report and recommend counter actions.
Ensure bottomup sales forecast by SKUs by distributor is submitted 2 months ahead.

In-Store Excellence

Ensure effective implementation of Merchandising guidelines and standards.
Executes Picture of Success in outlet and tracks the same
5Ps (Product, Price, Place, Promotion, POSM)
Improve out of stocks (OOS) situation in outlet
Coordinates with merchandising agency for timely and quality execution
Provides timely feedback to internal and external stakeholders on store issues and opportunities
Assist Achieves speed to market on innovation including NPD, events, promotions, and POSM

Organizational and People Management

Lead your team to deliver the company vision to be the innovative face of dairy, and to drive a high performance culture
Help create an engaged, driven and positive culture. Drive employee engagement through leading by example in engagement actions. Lead action planning around engagement opportunities and ensure progress is achieved to improve employee engagement.
Spend maximum time in field working shouldertoshoulder coaching and onthejob training with ASE, Distributor CROs and merchandisers.
Develop an annual performance plan for direct reports and review at least quarterly.
Develop an individual Development Plan for direct reports focusing on building capability and high performing teams.

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