Area Sales Manager - Cần Thơ

Deliver sales and distribution target. Manage distribution and promotions for the respective area. Train and develop CD Officers and stockist salesman to improve sales effectiveness. Monitor Stockist - ROI, working and performance. Analyse market share. Analyse SKU wise sales volume. Improve coverage in rural market.
• Translate Colgate Palmolive’s strategy and tactics to actionable implementation plan for Customer Development Supervisor and Distributor’s Sales Representative team
• Building/managing business and relationship with distributor by driving “Joint Service Agreement” progress
• Monitoring/evaluate Customer Development Supervisor & distributor performance
• Managing, supervising, coaching, performance monitoring and evaluation to Customer Development Supervisor
• Conducting negotiation to distributors as necessary
• Maintains regularly monthly distributor audits on key performance, organization, inventory, DMS data
• Gathering competitive market information that are align with ICPE and feedback to commercial team
• Deliver sales and distribution targets as per objectives.
• Monitor Distributor ROI and implement initiatives to improve their profitability.
• Monitor Distributor working and performance against set KPIs
• Building/managing business and relationship with distributor by driving “Joint Service Agreement” progress
• Conducting negotiation to distributors as necessary
• Maintains regularly monthly distributor audits on key performance, organization, inventory, DMS data
• Translate Colgate Palmolive’s strategy and tactics to actionable implementation plan for Customer Development Supervisor and Distributor’s Sales Representative team
• Monitoring/evaluate Customer Development Supervisor & distributor performance
• Train CD Supervisor and Distributor salesmen to improve sales effectiveness. Train, motivate and evaluate CD Supervisor through direct supervision.
• Motivate Distributor through training, ROI improvement and regular communication.
• Manage distribution and promotions of Colgate products in the Area and effectively implement trade promos and visibility budgets to achieve greater impact in the market.
• Track coverage of various Retail Environments/Account, analyse and rectify distribution/coverage gaps and prioritise accounts for effective visibility.
• Improve coverage and distribution across rural markets.
• Analyse market share / distribution trends. Co-relate with sales performance by brand and productivity.
• Analyse SKU wise sales volume and map promotional effectiveness by comparing Pre and post promo volumes.
• Develop innovative solutions to identified & defined problems by collecting and analysing information/data.
• Ensure effective utilization of GTN norms, scrutinize claims and monitor order planning and thereby contribute to sales, coverage and market share objectives of the company.
• Implement systems and to improve data availability, flow and transparency.
• Analyse market share/distribution trends. CO-relate with sales performance by brand and productivity.
• Work as per company and branch laid down guide-lines.
• Build strong relationships with Distributor and with the team. Focus on working on collaborative working with all external and internal customers.
• Provide knowledge of point of Sale – Learn shopper behaviour pertaining to point of sale initiatives and provide inputs to Customer Marketing Team. Also, provide inputs for design & development of POP
• Develop and communicate 5P execution guidelines by RE
• Ensure deployment of the In-store deployment plan. Responsible for deciding the number and frequency of store coverage
• Merchandiser Management – Implement Development programs for Merchandisers and promoters. Develop incentives structure and monitor payout

- Bachelor’s or Master’s degree in Business Management.
- At least 4-6 years experience in FMCG Industry & well understanding of the market.
- Interpersonal Relations, Customer Focus, Team work and Collaboration, execution, Planning, coaching and feedback

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