Regional Sales Manager - General Trade (Central & East Coast)

Role Purposes

• Responsible for providing ongoing support to high value clients. Implement business strategies to achieve profitable business relationships and identify new revenue opportunities with major accounts within the region assigned.

Key Accountabilities

Derive Business Strategy and Objective

• Work closely with all parties within the region to achieve the region objectives.
• Contribute to development and implementation of sales, marketing, customer retention, pricing, distribution strategies.
• Implementing sales strategies and sales plan.
• Able to identify new / next area of growth / opportunities.

Customer Orientated

• Maintain strategic business relationship and ensuring high quality of service level being delivered to our customer.
• Able to identify customer needs and opportunities by analysing sales gap & develop strategy to minimize or close gap.
• Serves as a liaison between clients and company departments.
• Familiar with outlet’s sales operation in terms of merchandising and ordering process.
• Possess very detailed product knowledge as well as through knowledge on client business.

Leadership (manage, oversee, guidance, coaching & motivation)

• Able to manage, coach, guide and motivate his/her subordinates on the technical aspects of the organisation’s products and service; on marketing campaigns and sales promotions; and sales techniques, procedures and standards that will help them achieve their sales targets and in-store 5Ps execution.
• Oversees daily sales support/planning activities in SAF/Tracking report.
• Monitor business to adhere company sales strategy and integrity compliance.
• Manage day to day activity of sales force to implement organization’s overall sales strategy for assigned region.
• Providing Leadership through effective communication of vision, active coaching and development while comparing sales results to goals and taking appropriate action to close any gaps.
• Monitor region performance and reallocate resources to improve overall results.
• Lead and direct the area sales team in all aspects of sales and distribution activities and in-store 5Ps execution.
• Negotiate sales with existing and new customers who are of strategic importance to the organisation.
• Provide supervision through field visits, observations and measurement of results to include performance appraisals and salary reviews.
• Ensure premise in conducive operating condition, ie workstation, business tools, staff welfare.
• Keep abreast with latest market trend and development, with sound knowledge of competitors’ activities.
• Maintain competitive knowledge to create and adjust sales strategies.
• Proactively identify changes in FMCG, delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly.
• Weekly compilation & Weekly update on weekly feedback from branches pertaining to speed to market such as stock, store, product.
• Working on special projects such as SOS / visibility improvement plan.
• To perform any ad-hoc duties assigned from time to time.

Enhance Sales Activities to Ensure Cost and process Efficiency

• Manage trade / A&P / TTA spending within the allocated budget.
• Maximizing ROI by evaluating incremental of sales and trade investment of each promotion on a monthly basis.
• Ensure trade expenses is executed efficiently and within budget allocated.
• Meeting company Account Receivable objective by maintaining healthy aging level.
• Proactively manage trade stocks freshness through FIFO and promotion execution.