1. Market Execution

• Outlet Activation Activity (align with Marketing) Execution and effectiveness (monitoring and progress/improvement report) for all Outlet level/ Customer level/ Distributor level and Branch level.
• Creating Execution Standard, Merchandizing and Planogram
• Sales Force Discipline to monitor and control (align with sales) (Link with sales incentive KPI)
• Sales Force Automation SFA (align with IT) Update/Control and conduct the refresher Training to users.
• Execution of New Product Launch programs.

1. RTM (Route to Market)

• To plan and implement the ideal distribution structure for the assigned territory, ensure stock availability at primary customers as per norms and to ensure proper service at retail outlets in Direct and Indirect distribution territories.
• Diagnostic Distribution Planning and Execution
• Direct & Indirect Operation
• Distributor Management
• Inventory Planning / Inventory Management
• Sales & Operations Planning

ROI workings for Distributors

• Understanding of Distributors’ ROIs and setting up viable distribution mechanisms
• Establish and implement short- and long-range Distribution goals, objectives, policies, and operating procedures.
• Generate and define key Distribution metrics, prepare dashboard and present it to senior management.
• Responsible for aligning with different stakeholders in the organization regarding RTM (Sales, Marketing, Supply Chain, Finance, IT, HR)
• Analyse & Implement right Distribution models in assigned territory in terms of structure, servicing and costs.
• Analyse and evaluate the effectiveness of RTM, methods, costs, and results.
• To lead the team of executives, be in the market along with the team and be in the fore front of the execution of the RTM plan e.g., appointing new Distributors and Sub-Distributors.
• To be in constant touch with the Sales team to get feedback on any gaps in RTM execution.
• Ensure availability of relevant SKUs at the Distributors as per the agreed Norm.
• Implement the CRS (continuous replenishment) system for all MEP/MLP dispatches and provide the primary plan input.
• Implement Automation Systems at potential primary customers.
• Build sustainable business relationship with all Primary Customers and ensure satisfaction. Visit a given set of customers regularly as per PJP.
• Ensure TPM (Trade Promotion Management) implementation at all Primary customers.
• Credit must be as per credit policy and there should not be any write offs.
• Ensure implementation of basic distributor systems such as “daily stock and sales register”.

1. Training Plan and Organizing

• (With Director) define skills gap, and plan training courses needed for the whole WBG Sales community.
• Engage with key speakers/ trainers (internal) for training courses.
• Organize and facilitate the training courses as scheduled.

1. Training material building for Sales Team
   • Material preparation and translation
     • For salesmen: Basic Call procedure/ Product Knowledge/
     • For BM/ SE/ Sup: TDOM (Territory Distributor Operation Management)/ Sales Fundamental
   • (With Director) build new training materials for NEW key audiences in Myanmar.
     • Branch Manager
     • Distributor owner and Manager
     • Sales Admin
   • Facilitation for specific training: ROI/ HR Management (Interview)...
2. Sales Support:
   • Logistics: SO/DO process
   • Reporting: training report, progress monitor, support field’s AT&DM to consolidate training progress by AT&DM/ by distributor
   • Design and announcement: for training program and training award
   • (With Director) Budget building for yearly training plan

Budget management

• • Manage Training Budget
  • Manage Team Building Budget
  • Manage T&E Budget

Branch Operation Support

* Work together with BM fo

• Territory/Outlets Management
  • Classroom training (according to Training Module and Plan)
  • Day to Day Sales Operation
  • Systems (DMS/SAP) Training and Correct usage
  • WH SOP, Inventory Control and Branch level Audit procedure
  • Route Planning
  • On the Job training with SR (Sales & Sales Operation/ Delivery/ AR collection)
  • Communication
  • Reporting
  • POSM allocation and Outlet Activation

• Any Graduated with Minimum 4 years’ experience in Distributors’ Management
• And, 5 Years & Above Exp in Marketing Manager role at Food & Beverages Industry .
• Minimum more than 2 years’ experience in team Management
• Able to do long business travel.
• Passion to develop people