BASIC PURPOSELead, motivate and direct area sales team in order to fully accomplish through them and cycle product availability, visibility, pricing and communication targets.
PRINCIPLE ACCOUNTABILITIES1. Sales Force Management
Lead, motivate and direct the salesmen within a given territory to achieve or exceed global or brand availability, visibility and pricing objectives as well as dominant visibility of Point of Sales Materials.
Suggest competitively advantageous retail merchandising strategy consistent with sales plans.2. Resource Management
Implement optimum territory journey routings, call mission plans and call frequency patterns to maximize efficient and effective sales and merchandising force utilization.
Formulate best coverage of the assigned territory according to overall strategy by managing the territory sales field force allocation.
Manage and control the effective placement of POS Materials to optimize brand visibility.
Manage and control optimal usage of annual budget under responsibility according to policies and procedures.3. Planning and analysis
Analyze territory sales volume and merchandising performance data to plan and implement action plans to address variances for the field force and make sure that they are communicated on sales and merchandising meeting.
Monitors staff turnover, absenteeism, products and provide creative proposals how to solve such problems.
Continuously evaluate progress and results in order to make necessary changes.4. Retail trade management
Lead and direct the sales force activity to ensure excellent business contacts with all visited retail customers.
Manage the implementation of retail trade incentive programs and retail account business development plans. Ensure that customers are provided with the best possible sales services and information in order to secure maximum availability, minimize out of stock situations and optimize stock replenishment.
Built and maintain excellent business contacts with key account based on accounts strategy in order to achieve distribution, pricing and merchandising objectives.5. Human resource management
Maintain a high standard level of motivation among field force through effective field accompaniment, meeting style and appraisal of individuals.
Create a teamwork spirit and support the team building at all levels of the area field force.
Ensure that recruitment, development and training support are a profession to a highly professional and effective organization according to company policies and procedures.
Identify On-the-Job training needs and arrange training accordingly in order to ensure to ensure field force superiority over competitors.6. Reporting
Ensure that field force information and reporting procedures are carried out fully and also feedback is used as a tool for analyzing new opportunities for improvement.
Effectively gather competitor and trade information and report immediately.7. Safety and security
Implement and manage optimum security and safety procedures with regard to well-being of sales and merchandising staff, cash, stock and equipment.8. Teamwork
Work closely with other members of field force in order to secure that all business plans are well communicated.
Establish positive and constructive atmosphere within the team and within the department to create effective working circumstances.
9. Assist Line Manager in other activities related to areas in charge REQUIREMENTBackground / Experience
Education : University degree, preferable to Economic, marketing faculty.
Work experience : At least 2 years in sales or marketing areas, of which, 01 year in supervisory position. Specialized or technical skills / knowledge required :
Competencies : Planning, Action - oriented, Problem solving, Directing others, Customer focus, Motivating others, Confronting direct reports.