1. Set strategy and guideline for field force management and lead to implement those strategies and guideline in accordance with the local situation.
2. Develop contents that field force can use for sales and promotion to enhance sales success rate.
3. Plan and execute training for sales field forces to enhance the sales capability.
Role and Responsibilities
Field force strategy and guideline planning
Lead and manage the ongoing development and implementation of the Field Force Plans (DFOE, PSTL, PS), responsible for Field Force Capability Enhancement.
Be responsible for volume forecasting, target setting, launching / kick-off planning / execution to ensure target productivity of FF is achieved.
Do field work and daily / weekly / monthly Report Analysis to gather insights from the market on what factors are affecting sales such as promotion program, market situation, Competitors activities, FF team performance, etc.
for necessary improvement.
Sales promotion tracking and development
Be a key execution contact for all in-store merchandising / promotion, competitors’ activities, work closely with Sales and Product Trade Marketing Teams to address any gaps to execution excellence.
Coordinate with Sales team for Dealer meeting to update the business situation and provide business plan, and program of Company's Field Force covering Market (promotion, FSM training / engagement, Dealer convention, Demo shows, etc.
to support SO and build connection to Dealer / Consumer.
Provide clear input for strategies, plan and sales promotion to increase efficient productivity and customer growth based on in-store picture, implemented promotion campaigns and shopper understanding.
Proactively work with all related departments (Sales, channel, PM, etc.) to drive planning and execution support of prioritized channels to maximize sell - out on store level.
Closely work and inline with Marketing Team for implementing and developing BTL and sourcing of sales promotion contents (sales talk) as well as training contents / tools for enhancing field force's sales capability.
Retail engagement :
Analyze store’s sales data to identify low performing KPIs (Sales out, CTN, promotion, Display, Dead SKUs, Layout, etc.
of the Dealers in order to build right proposal of collaboration and performance improvement.
Develop solution / methods to carry out Retail Mapping (Store capability, I.H.S, Display share, etc.) to select the Dealers’ stores with the highest growth potential and achieve the maximum return on investment.
Coordinate with Channel and Sales Teams to analyze and determine the most suitable products for displaying in stores based on retail mapping, store’s properties and sales characteristics for layout (SKU optimization) and Display share.
New launching and Flooring : Proactively work with Sales and Channel for good preparation of flooring (plan for CTN clearance, and new Launching).
Training planning and execution
Strategically cooperate with Training team to provide effective training to PSTL and Promoters to keep them updated clearly about business direction and strategy which are enable them to perform effectively.
Identify and deliver specified training course for Dealer’s sales force (like FSM, Sales, Store Manager, Technician, etc.) to drive sell-out.
Be responsible for Field Force and Floor Sales Man training database, create and analyze reports for enhancement planning, training contents to ensure they are fit with objectives.
Other task as assigned
Manage agency, field force salaries and operation budget
Other task as assigned by HODs
Skills and Qualifications
Bachelor or higher degree of Business Administration, Economics, and Marketing or from related majors
Minimum 5 year experience in Retail Marketing, Modern Trade or relevant positions in multinational companies.
Experience of designing development program and project managing initiatives in multiple markets
Excellent at oral and written communication skills in English
Strategic leadership (Experience leading & managing a team) and decision-making
Good analytical and data processing skills in sales and trade marketing management
The ability to work under pressure and handle challenging situations
Be innovative, proactive and customer-service oriented.
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