Sales strategy, planning & execution

• Fulfill / support commercial and technical risk management.
• Drive sales excellence: define and control sales and service KPIs.
• Ensuring the highest level of service and quality to create a better customer experience
• Accountable for planning, development & implementation of the sales strategy for the Myanmar business (aligned with the Regional President).
• Develop and implement country-specific sales action plans to achieve order, revenue and margin projections through value-based solution selling.
• Local contract and pricing negotiation, including cash Management (in alignment with Project Management, Commercial Operations and Regional KAM).
• Provide input for products needed for the sub-region (in alignment with the relevant functions). Drive new applications (mainly existing products in new applications).
• Prepare sales forecast based on rolling forecast method, allowing necessary resources and investments to be in place when needed. Ensure adequate stock range inventory.

Business Development

• Lead contract negotiations and execution.
• Execute Company’s global sustainability agenda
• Contribute in developing the Annual Business plan and achieving the same.
• Cross functional engagement with local as well as international stakeholders.
• Pro-actively seek new business opportunities to build a long term business pipeline.
• Managing proposals including developing costing and undertaking research about the customer
• Expand current category mix by targeting potential customers, making presentations and creating a customized offering for the customer.
• Generate leads and develop dynamic presentation and proposal to create customer desire to do business. Close the loop by converting leads into customers, and retain them for a longer time.

Key Account Management and Development

• Leading and developing the team through ICA approach of Leadership
• Relationship development in existing accounts with stakeholders directly or indirectly through the local team and International Business Developers.
• To submit timely & detailed reports (yearly business plan, visit & market reports, key account management, etc.) or accurate quotes and commercial proposal to customers.
• Preempt issues with regards to forecasting, inventory, central and state regulations etc. and provide guidance and help; Add value to client’s finance, SCM, warehousing teams.
• Stay close to the customer in a true partnership approach. Foster relationships that enable fact finding, complete understanding of their derailers and provide solutions in a proactive manner.
• Collection of key company information- potential (share of wallet), sales growth, importance of the key account‘s market position, relative market share to the competitors, segments presence, trends, account’s organization and decision structure.

Professional & Education Qualification

• Bachelor Degree
• Minimum experience of 10 years.
• Experience in FMCG will be an added advantage
• Have a proven track record of negotiating with senior business decision makers
• Have experience in marketing communication, category management and understanding of FMCG principles
• A record of generating new business opportunities through a long term sales cycle in a competitive environment

SKills

• Sense of urgency
• Strategic thinking
• Data analytics
• Attention to detail
• Agile, flexible thinking
• Diversity and Inclusion
• Comfortable with ambiguity
• Excellent MS Excel and Power point skills
• Sociable, likeable and engaging with multi-cultural groups easily
• Proven experience operating in a matrix environment both internally and externally
• Confident presenter and Good communication skills (both written and oral) and very good customer service skills

Knowledge

• Competitor MIS
• Co-packer capabilities
• Understanding consumer trends
• Understanding of various beverage categories
• Knowledge of Category influencers is an advantage