Job summary 

• Distributors Management
• Distributors Capabilities Development
• Field Sales Execution Management
• Channel/Trade activities deployment & execution
• Demand Forecast Business metrics Sales, Distribution
• Sales Fundamental Development

General responsibilities

• Manage and develop distributors as high performing business partners with growth ambition and positive collaboration for continuous improvement.
• Support Head of Sales for developing Sales growth plan for assigned distributors in line with Dumex business growth plan
• Deploy Dumex’ s Sales Plan, Channel/Trade activities, and offtake driven activities to distributors and distributors Field Sales Team for execution.
• Closely work with Sales Leader and Field Sales team of distributors on Field Sales Execution excellence of Programs/Plan to achieve Sales KPIs.
• Monitor on Field Sales Operations such as delivery on time in full, Sales & Merchandising package service.
• Work with distributors Sales Team on bottom-up forecast for sellout by SKU and by brand for reconciliation with internal sellout forecast for short term and mid term
• Closely monitor Sellout performance, distribution, and Sales Fundamental performance by regular review on daily, weekly, and quarterly report/dashboard with proposed actions plan if there is any gap with target.
• Assist Head of Sales for continuous development of RTM strategy/plan to drive maximum Sales growth with operations & cost efficiency for business sustainability.
• Coordinate with other functions that are involved in the areas of focus with the distributors
• Closely monitor the market and competitors’ movement and ability to identify implications on business for either risk or opportunities for business.

Leadership responsibilities

• Build Sales Capabilities by providing training & field coaching to Field Sales Team of distributors regularly with recognition & motivation programs
• Build good engagement with distributors and internal stakeholders for good collaboration. Job requirements Functional skills and knowledge

Functional skills and knowledge

• Ability to understand sales and commercial reports and able to derive information from them that will support tactical and strategic decisions to address market or distributor challenges.
• Commercial experience in FMCG and track-record on demonstrating commercial acumen are considered a plus
• Ability to provide coaching and skill training and develop programs to improve sales fundamentals and capability of field sales team
• Excellent skills in Microsoft Excel, and Power Point

Education

• Bachelor Degree. MBA or Post Graduate Diploma in Sales/Marketing is preferred. Work experience

Work experience 

• 7 years of experience in Sales, Distributor Management and Marketing
• Minimum of 5+ years proven experience as a distributor sales or regional sales manager