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, analyse reports to identify market opportunities or problem to fix and work with his team promptly for appropriate solutions
Align monthly plan with 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 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 upper level
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, launching plans and give.
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 distributor
Build strong winning culture and stable organisation in of at the distributor sites
Scope and Job Nature
The Unit Sales Manager is expected to achieve the company’s objectives by leveraging his knowledge of the following : KC products and categories, internal and external sales and marketing data;
General Trade operations in terms of route to market (market knowledge) and distribution operations.
Incumbent is a team leader (of DSRs), and should possess the adequate management and leadership skills so as to assist, mentor, train and motivate team members towards achieving the company’s and distributors’ objectives.
Qualifications & Experience
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
Strong leadership background (planning, coaching, mentoring, etc.,)
Strong Inter-personal skills
Integrity / Innovation / High adaptable
Basic Marketing understanding
Basic Finance concept understanding
Global VISA and Relocation Specifications :
Vietnam - Ho Chi Minh