Sales Transformation and Capability Lead
Executive Search Firm Monroe Consulting Group Philippines is recruiting on behalf of an establsihed multinational FMCG company. Our respected client is seeking a Sales Transformation and Capability Lead who has strengths in route to market strategy, system operations and data management. S/he will manage 1 Sales Data and System Specialist and will directly report to the General Manager. Work setup is hybrid, from Mondays to Fridays.
Key job responsibilities include:- Overall responsibility for the development & implementation of all Sales back-end operations which include Sales Management Systems, Processes & Information, Trade Marketing Executions & Merchandising Partners, RTM structure, and Sales Capability in order for Field Sales Group, Distributor & External Partners to achieve their objectives.
- Moreover, this position is tasked to review & propose improvements to existing Sales Management standards, systems and to ensure proper implementation and execution of strategic Distribution Standards, Systems & Policies.
- Responsible for assuring the continuing education needs of the Field Sales Group and external trade partners by designing and implementing a total training and development curriculum to help them perform properly their duties in the company and developing their full potential.
Sales Management Systems, Processes, & Information- Leads in the review, and proposes updates or enhancements of current sales standards and policies
- Assists Sales Field Associates in the proper selection, accreditation, and set-up of qualified distributors for specific areas;
- Assists in facilitating proper legal and administrative requirements of all selected distributors and external sales partners;
- Develops and Maintains the National Sales Scorecard and Sales Information data base that includes inputs from Sales Fundamentals Reports, Merchandiser Reports, and Marketing Promotion
- Leads in the development & implementation of operating system of Distributors to grow the business of the trade outlets by establishing standards, systems and policies;
- Creates control or monitoring systems and procedures to protect the Company from any fraudulent activities;
- Provides an external point of view in assessing distributors' capability through WORK WITHs and ONE on ONEs providing development feedback to concerned parties. Coordinates and recommends training, when necessary;
- Monitors, reviews and evaluates adherence and performance of distributors to set WPI standards
- Provides prompt and complete management reports to efficiently assess sales progress and performance;
- Recommends projects or systems to enhance sales operations, and helps provide recognition and feedback to stakeholders
- Leads digitalization projects (acts as SPOC)
- Works closely with other functional units for the integration of their components in the sales management system to ensure alignment, synergy and optimum resource utilization (i.e Forecasting)
Managing Trade Marketing Execution & Merchandising Partners- Identify the opportunity gap of Physical Availability related to checkout penetration, share of shelf and OOS, work closely with field sales team to provide solutions to capture business opportunity.
- Co-Create merchandising solution for key channel
- Manages & Engages Trade Merchandising Partners (Merchandising Agency, Coordinators, Merchandisers, etc.)
- Coordinate with Sales & Marketing to execute Portfolio Optimization & Planogram Revisions to drive financial KPIs especially NS, MAC, earning.
- To leverage understanding of channel insight, shopper needs and behavior, and understand how best Company can exploit this understanding and insight.
- Leverage company relevant tools & frameworks to support greater business insight & understanding of Consumer - Shopper - Customer-Competition
- Provide summary and insight from trade insight to monthly reports. Timely provide feedback and insight from the marketplace (Sales and Customer) to Company management
- Attending customer presentations with Sales
- Performs regular trade monitoring to understand and gather vital market information
Route-to-Market- Evaluates RTM opportunities and collaborates with the GM to establish RTM plans to deliver short-term and long-term needs
- Leads evaluation of RTM performance for the country
Sales Capability- Develops and delivers the sales training curriculum for all external trade partners by using adult learning principles and applications to generate interest, involvement, and improvement in their knowledge, attitude, skills and habits;
- Designs and conducts relevant courses for National Field Sales associates by collaborating with P&O/Associate Training to determine which courses are not yet included in the associate training curriculum;
- Acts as the department's liaison to P&O by coordinating its internal and external training requirements and facilitating enrollments to course offerings so that the professional and personal development of NDS associates are addressed while the resources of P&O are maximized;
- Constantly reviews and improves training procedures and practices through troubleshooting, feedback gathering, and benchmarking in order to ensure effectiveness and efficiency and introduce industry best practices;
- Participates and contributes to the creation of a business process manual for the department through process mapping in order to establish business continuity and serve as reference for existing personnel and new hires;
- Designs and updates the Sales Manual by closely collaborating with leaders from National Distributor Sales in order to maintain its accuracy, completeness, and usefulness;
- Assists National Sales Manager in determining, preparing and monitoring the training budget based on the business requirements; and
- Performs other duties as may be assigned by the National Sales Manager
Job Qualifications include:- Bachelor's degree in Business Administration, Marketing, or equivalent.
- At least two (2) years in National General Trade Management
- At least five (5) years in Sales Leadership role (Digital is a plus)
- With FMCG experience
- Tech savvy
- With experience on RTM assessment and/or deployment
- Ability to understand category leadership/management, draw insights and create compelling stories to drive the business growth.
- Strong functional and technical sales skills, general business acumen, negotiating skills, P&L acumen, ability to utilize category and shopper insights for fact-based selling, strong understanding of in-store operations and merchandising
- Demonstrated history of building effective customer relationships, ability to influence internal stakeholders, and develop strong cross functional relationships
- Strong leadership skills
- Potential to develop and grow to the next level.
- Must possess a valid driver's license
- Willingness to travel
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