Sales Excellence Manager

About the company:

Our client is amongst the region's oldest and most established food and beverage companies with its brands enjoying the distinction of being a market leader and household name in many categories. 

The ideal candidate will need to drive strategic initiative and develop sales force capability by leading the implementation of specific sales tools and executing program to sustain the growth strategy and design or track field force performance to provide analytical support for sales management.



Job Responsibilities:

• Develop, execute & monitor sales force effectiveness plan and initiative to drive sales growth and sales force productivity. Manage continuous improvement of sales force effectiveness framework, plans, training, processes, tools, systems and reporting to effectively support sales teams
• Experienced in Distributor management : Prepare Distributor Contract for negotiation, review Distributor margin and subsidy, manage Distributor Management System (ES&D), review inventory of DMS vs Sell in/Sell thru, prepare Distributor visit/audit, approve Distributor Claim, set Distributor Target/KPI and monitor Distributor Sell Out and Operation KPI Performance
• Ensure total nation complies with ideal distributor guidelines and company operational requirements by doing the audit process to distributors on regular basis. Prepare and Finalize distributor audit report based on the agreed audit process and requirement
• Review potential improvement on distributor and core monitoring for improvement plan
• Identify sales reporting requirements and provide reporting platforms/reports (e.g. dashboard reports, analytics solutions, etc.) that enable efficient access to sales information
• Setting KPI and Performance management process, access regional performance, identify performance gaps and drivers, develop remediation and action plan to correct the operation issues
• Leading and coordinating the local implementation of commercial excellence initiative aligned to regional strategy. Working with the sales team in providing analysis and interpretation of sales force effectiveness and efficiency management team
• Support the development of competitive selling metrics to meet country sales force operational & strategic plans. Ability to provide understandable and actionable metrics for first line sales managers
• Plan, execute and manage sales incentives with the objective of achieving targeted sales volume, turnover and profit. Support the automations and calculations of sales incentive schemes for multiple channels. Validate sales incentives prior to submission of approval to ensure compliance of sales incentives policy
• Route target setting alignment and verification for route, supervisor, sales manager and distributors

Qualifications:

• At least Bachelor's degree in a quantitative field (Finance, Statistics, Business)
• Minimum of 5 years of related work experience (Sales operation, Sales Effectiveness, Commercial Excellence, Distributor Management)
• Sales experience in distributor operations / traditional trade
• Critical-thinking and problem-solving. Ability to clearly communicate and convey messages, internally and externally
• Experience developing and implementing sales management tools and customer relationship management tools
• Project Management, change management and coordination in complex matrix environment
• Microsoft Power BI, Microsoft Office and Excel

Remuneration:

RM 12,000 - RM 15,000

Work Location:

Shah Alam, Selangor

Consultant in Charge:

Nicole Yap | 012-212 5285 (Whatsapp) | nicole.yap@hunters-in.com