Senior SFE Manager
Abbott
Ho Chi Minh City,Vietnam
6 ngày trước

JOB DESCRIPTION : ROLES & RESPONSIBILITIES

1, Summary :

Drive Sales Force / CMM effectiveness and efficiency through building sales fundamentals , including operationalizing sales strategy, optimizing sales force structure, size and deployment, selling and operation processes, data and scorecards, sales force automation, roles and KPI, fielddiscipline guidelines as well as incentive and rewards

  • Scope : Modern Trade channel & Initiatives, Projects
  • Reporting directly to Associate SFE Director - Trade
  • Subordinate : Non
  • High frequency of interaction Sales Force, Customer Marketing, DMS, Data Analysis, Training, IT, Finance and BHR
  • Working location : 18 Luy Ban Bich Street, Tan Thoi Hoa Ward, Tan Phu Dist., HCM
  • 2, Key Responsibilities :

    Sales / CMM Strategy Operationalization

  • Engage with and support Sales Force / CMM to operationalize sales strategy in terms of :
  • Understanding sources of growth at territory, sales route and outlet levels
  • Understanding geographic and channel dynamics (rural, MT, e-commerce, ethical)
  • Executing customer segmentation, classification, prioritization and targeting (CLP Platinum, CLP Gold, CLP, PP, SPP, DNA, MT and ethical)
  • Sales Force / CMM Structure, Sizing and Deployment

  • Optimize sales force size, structure and deployment based on territory potential, customer classification, customer facing time and span of control
  • Selling and Sales Operation Processes

  • Design, align, deploy and enable stakeholders in executing selling and sales operation processes (MCL, target setting and allocation, customer master data management, Sales Force / CMM master data management, guidelines on field execution and disciplines, etc.)
  • Act as a custodian for all selling and sales operation processes by tracking process execution by stakeholders to ensure process compliance as well as process improvement and simplification
  • Sales Force / CMM Roles, KPI, Incentive and Rewards

  • Define and clearly communicate role, KPIs for each Sales Force / CMM position (in line with ANI principle on 2 sales metrics and 3 KPIs)
  • Review / design / communicate incentive and reward scheme to support business priorities (90% sales banker, sales-KPI weight : 70-
  • 30, sales measure in value, awards for 15% top performers)

  • Act as a custodian for incentive implementation (sales and KPI performance, incentive calculation / payout SOP and award qualifying process)
  • MIS Data and Reports / Dashboards

  • Develop insights into Sales Force / CMM and Management requirements for data and reports (leadership and senior managers, SLM, FLM)
  • Work with MIS to propose MIS report templates (trackers and dashboards for TMS / IMS / off-take sales, KPIs, NU, ACNielsen market share, Inventory, DOH and AR collection)
  • Roll out MIS report templates to the Sales Force / CMM and enable FLM / FLM to understand, analyze and interpret MIS dashboards for taking timely actions
  • Sales Force / CMM Automation

  • Collaborate with SFA to identify opportunities for Sales Force / CMM automation to improve productivity
  • Support SFA in proposing and aligning with stakeholders on solutions to Sales Force / CMM automation
  • Modify selling and sales operation processes as part of automation solutions
  • SFE Project and Initiatives

  • Identify issues and opportunities with root causes related to sales / CMM fundamentals
  • Work with stakeholders (e.g. Sales leadership, SLM and FLM) to propose and align on SFE initiatives to build sales fundamentals and improve sales productivity via specific SFE projects
  • Roll out and drive execution of SFE projects in conjunction with stakeholders
  • SFE Team Management and Development

  • Manage daily operation of SFE team (for SFE Manager)
  • Define SFE roles and responsibilities and structure
  • Build and maintain professional SFE operation that retains and attracts talents
  • Provide coaching, learning
  • MINIMUM BACKGROUND / EXPERIENCE REQUIRED

    Work Experience :

  • 5-year sales experience in FMCG / nutrition / pharma sales / consulting with min 3 years in managerial positions in Route to Market, Business Development, Sales Operation.
  • Prefer 2 to 3-year experience in SFE (pharma / nutrition / FMCG / Consulting, Big4). Flair for data analytics and project management will be an added advantage
  • Core Skill Requirement :

  • Logical thinking
  • Planning, organizing and alignment and change management
  • Presentation, communication, facilitation and influencing skills
  • Analytical, problem solving & decision making skills
  • Project management, Knowledge of FMCG sales
  • Knowledge of SFE concepts
  • Core Trait / Behavior Requirement :

  • Adaptability and learning agility
  • Innovation and creativity
  • Integrity, Teamwork
  • Independence and self-motivation
  • Hardworking and multi-tasks
  • MINIMUM EDUCATION REQUIRED

  • University / post-University degree
  • Business / Science qualifications
  • JOB FAMILY :

    Sales Support & Administration

    DIVISION :

    ANI International Nutrition

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