Accountabilities :

Sales, distribution and selling system

Support & Input to RSM to develop a sales, distribution and trade plan to achieve the targets that is aligned with the company / GBA / Region’s objectives and strategy for the area that he is responsible for (the Area)

Set up and manage the Area distribution system including appointing and allocating territory to distributors, sales force, retailers, selling routes, delivery team & means that follows the national / GBA / Region sales and distribution strategy, model and guidelines.

Support RSM to allocate annually and quarterly sales and distribution target to the sales team and distributors

Lead alignment of annual & quarterly business plans and sales & distribution fundamental targets with distributors in the Area.

Ensure the sales team and distributors to comply with Kimberly-Clark Viet Nam working process and policy.

Support RSM by providing inputs from the Area for the RSM to prepare monthly sales forecast and trade promotion plan (Planning on rolling 4 months window).

Ensure excellent execution in the Area including basic sales execution, promotion by review and tracking of both back office and in-field execution.

Manage and ensure the compliance (full, on time, accurate) of selling and reporting system (MCP, DMS...) used by the sales team and distributors.

Consolidate & manage distributors orders, account receivables and coordinate with customer service staff, finance controller and sales team on daily, weekly and monthly basis

Propose and execute aligned action plans on distributors’ capability, including review of distributor’s finance and P&L to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark.

Proactively provide feedback, analysis and consultancy and propose opportunities / challenges about sales, distribution and trade marketing strategy / policy to upper level

Review and approve weekly and monthly working and travelling plan of USM / USS and manage their traveling expenses

Market development, Trade marketing, new products launching

Coordinate data and input for 1 category to support RSM to develop promotion plans.

Ensure the sales team and distributors to have excellent execution of all trade marketing programs, product launchings in the Area : POSM, customers’ activation, displays

Allocate and manage the trade marketing spending and tools (display, POSM ) to each distributor in the Area including creating and maintaining tracking and reporting system.

Prepare analysis of trade marketing investment vs. sales growth in the Area; provide marketing function with information, data and feedback to build trade marketing plans, launching plans and give recommendation to marketing function and upper level.

Ways to Measure Accomplishment

Achieve all KPIs for new products launch

Achieve distribution target by sub-brands

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

People management / organization development

Develop USM / USS to their full potential through Performance Management coaching, appropriate training and education, goal setting and career development.

Provide training and coaching to KC staffs as well as DSRs

Build and lead strong winning culture and stable organization in Area

Support RSM / GBM to identify talent people for appropriate development plan

Review Development Plan and anytime feedback for further development of each member

Coordinate with Capability team to build up and execute training plan for team

Qualifications & Experience

Essential

University background

At least 4 years of experience working in FMCG

At least 2 years in Sales managerial staff level

Good Office computer skills (word, excel, ppt)

Good analytical thinking

Effective communication skill

Good negotiation skill

Good Problem solving skill

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

Strong inter-personal skill

Strong business acumen

Integrity / Innovation / High adaptable

Desirable

Basic Marketing understanding

Basic Finance concept understanding

English skills (be able to communicate in English both oral and writing)