National Sales Manager (Modern Trade)

Client: Quanta Paper Corp.

Website: https://www.quantapaper.com.ph/

Quanta Paper Corporation is a Filipino manufacturing company established in 2003 that produces high-quality, affordable, hygienic, and eco-friendly paper and personal care products for both consumers and institutional clients. The companys product range includes tissue paper, table napkins, baby diapers, adult diapers, feminine care products, and other hygiene essentials, marketed nationwide through an extensive distribution network. Quanta is committed to sustainability by using recycled and responsibly sourced materials, and its operations are certified to ISO 9001:2015 standards, reflecting its focus on quality, environmental stewardship, and customer satisfaction.

Address: 149-A Rt. Rev. G. Aglipay, Mandaluyong City

Location: Mandaluyong

Work Arrangement: On-Site – M-F compressed 8am-630pm

Salary Budget: Php125,000

JOB DESCRIPTION

6 Months Expected Result

NATIONAL SALES MANAGER (Modern Trade)

Responsible in developing and implementing national sales strategies, managing and coaching sales teams, building relationships with key accounts and distributors, and achieving sales targets. This executive role requires a strong leader with experience in sales forecasting, market analysis, and cross-functional collaboration with teams like marketing.

Key responsibilities

• Strategy and planning: Develop and execute national sales strategies, set sales goals, and create forecasts to achieve revenue targets.
• Team management: Recruit, train, and manage a national sales force, providing coaching and performance management to ensure high performance.
• Client and distributor relations: Build and maintain strong, long-term relationships with key customers, accounts, and distributors across the country.
• Market analysis: Monitor competition, gather market intelligence on pricing and products, and use data to identify strengths, weaknesses, and new opportunities.
• Collaboration: Partner with marketing, finance, and other internal teams to align sales initiatives with overall company objectives and brand strategies.
• Financial oversight: Manage sales budgets, ensure profitability, and oversee pricing strategies.
• Distribution and operations: Optimize the distribution network to ensure product availability and implement operational plans with distributors.

Key qualifications and skills

• Bachelor's Degree in Marketing or Business Administration.
• At least 5 years experience in sales management, ideally with a proven track record in the FMCG sector and modern or general trade channels.
• Strong leadership and people management skills to motivate and develop a sales team.
• Excellent communication, presentation, and negotiation skills to interact with stakeholders at all levels.
• Ability to use market data, statistics, and analytics to make data-driven decisions.
• A strategic mindset to develop and implement effective sales plans that drive business growth

Expected Results for the first 6 months:

National Sales Manager is expected to transition from learning and assessment to strategic planning and initial execution, building a foundation for long-term revenue growth and team performance.

First Month:

1. Conduct one-on-one meetings with all team members, peers (marketing, support, product teams), and key stakeholders to understand challenges, career goals, and team dynamics.

1. Gain a deep understanding of the company's customer relations, product positioning, internal workflows, reporting mechanisms, and sales enablement tools.
2. Analyze historical sales data, key performance indicators (KPIs) (e.g., conversion rates, sales cycle length, average deal size, churn rate), target markets, customer profiles, and competitive landscape.
3. Pinpoint strengths, weaknesses, inefficiencies, and areas for improvement within the current sales process and team structure and propose initiatives for improvement.
4. Set a meeting with the most critical accounts, those with the highest decline but with big opportunity to grow and work closely with the agent to get new orders.

Second to Third Month:

1. Create a detailed 30-60-90+ day plan (extending beyond 90 days to the six-month mark) with clear, measurable goals (SMART goals).

1. Translate long-term company objectives into specific, actionable targets and quotas for the sales team members.
2. Start providing targeted coaching and feedback to individual team members to address skill gaps and improve performance.
3. Restructure sales team if necessary.
4. Increase sales in the 2 MT accounts - Puregold, Robinsons

Fourth to Sixth Month:

1. Show initial traction in key metrics such as an increase in qualified leads, improve sales target in the whole modern trade accounts, reduction in sales cycle time.

1. Provide clear, data-driven reports and a more accurate sales forecast to senior leadership, showcasing early wins and future projections.
2. Begin planning for the next quarter or year, setting new milestones based on the momentum gained in the first six months.
3. Establish and accurate sales forecast.
4. Establish process and strict controls in returning of goods ordered from the company. Ensure to lessen the returns.
5. Identify cost saving measures in listing fees and marketing efforts