Unit Sales Manager, SE
Kimberly-Clark
Ho Chi Minh, Vietnam
5 ngày trước

Job Description

Importance : 1 Percent of Total Job : 70%

Major Action : (What you do and how you do it?)

Sales, distribution, and selling system

Ensure the excellent execution of sales, distribution and trade promotion plans to achieve the targets that is aligned with the company objectives and strategy for his assigned territory.

Manage the selling system including sales force, distributors, retailers, selling routes, delivery of his assigned territory that follows the national sales and distribution strategy, model, and guidelines.

Ensure the DSR team and distributor(s) comply with Kimberly-Clark Viet Nam working process and policy

Be responsible for the compliance and accuracy of selling and reporting system (MCP, DMS) at the assigned distributor(s).

Do trade visit, analyze reports to identify market opportunities or problem to fix, and work with his team promptly for appropriate solutions

  • Align monthly plan with the distributor, build weekly and daily working plans for distributors and DSRs aligning on sales in & sales out, other KPI targets;
  • allocate promotion budget to each DSR and manage the execution of the team and distributor(s)

    Be responsible for distributor(s) orders, account receivables of his assigned territory

    Support ASM to review key distributors’ capability, finance, and P&L on a timely basis to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark.

    Coordinate and provide feedback, analysis and consultancy about sales, distribution, and trade marketing effectiveness to the upper level

    Expected End Result (Why you do it?)

    Achieve or exceed sales, share and distribution targets set for the assigned territory

    Right KCV products are sold to the right customers at the right time

    All KCV policies and requirements are executed to standards

    Best service is provided to the distributors / retailers and maintain a strong and long-term partnership with them

    Trade promotion are controlled within the policy and budget

    All issues or business potentials are timely escalated to higher levels with appropriate proposals

    Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)

    Achieve sales target of the year : primary and secondary sales target

    Achieve target of distribution for each sub-brand

    Achieve sales fundamentals target : invoice / DSR / day; SKU / invoice / SMS

    Achieve target of DSO and AR overdue

    Average distributors inventory is within the standard

    DMS system meets standard

    Importance : 2 Percent of Total Job : 20%

    Market development, Trade marketing, new products launching

    Major Action : (What you do and how you do it?)

    Review and update MCP, customer list frequently to identify opportunities to increase sales, fundamentals & efficiency of distributor / team

    Ensure the DSR team and distributor(s) to have excellent execution of all trade marketing programs, product launchings in the territory : POSM, customers’ activation, displays

    Manage the trade marketing spending and tools (display, POSM ) to each DSR including creating and maintaining tracking and reporting system.

    Provide market information, data analysis and proposals for better promotion plans, launch plans, and give.

    Expected End Result (Why you do it?)

    Meet and exceed all launches’ KPIs in the Assigned territory

    All promotion plans are effectively planned and executed

    MCP, customer list is accurate

    Ways to Measure Accomplishment

    Achieve all KPIs for the new products launch

    Achieve distribution target by sub-brands

    Achieve KPIs and target for merchandising and POSMs in the market, PICOS KPIs

    Importance : 3 Percent of Total Job : 10%

    Major Action : (What you do and how you do it?)

    People management / organization development

    Assess DSR and distributor team competency & propose improvement plans where applicable to distributors / ASM

    Provide daily feedback to DSRs for them to improve their skills.

    Provide training and coaching to DSRs, delivery team, and sales admin at the distributor

    Build s strong winning culture and stable organization at the distributor sites

    Expected End Result (Why you do it?)

    100% of his DSR team are qualified based on KC standards

    High winning spirit, motivation, and retention of skilled DSR team.

    Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)

    Resignation rate of DSR and reason.

    The team winning culture judged by the sales leadership team

    Improvement in team performance including DSRs

    Qualifications & Experience

    Essential

    University background (if not needs to be proven successful and high potential in KC business (DSR or USS) for at least 3 years)

    At least 2 years of experience working in FMCG (if not KC management trainees)

    Good Vietnamese (both oral & writing confident & professional)

    Good office computer skills (word, excel, ppt)

    Basic / Strong analytical thinking

    Compelling communication skills (both oral and writing)

    Good negotiation skills

    Problem-solving

    Strong leadership background (planning, coaching, mentoring, etc.,)

    Strong Inter-personal skills

    Business acumen

    Integrity / Innovation / High adaptable

    Desirable

    Basic Marketing understanding

    Basic Finance concept understanding

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