Horeca Sales Manager - Annam Danang (Expat Only)

KEY RESPONSIBILITIES

* Owns, manages and Communicates Sales Team Strategy:
Set sales team Procedures and Strategy:
• Formulates and maintains Sales Standard Operating Procedures. Sets and controls basic call procedures, frequency of visits to ABC type of customers, focus of sales activities to maximize the effectiveness and efficiency of the sales force.
• Formulates strategies and action plans to achieve sales and margin objectives.
• Makes sure sales tools are updated and available to the sales team at all time.

Monitors sales team activity:
• Collects & reviews sales visit reports of the sales executives.
• Regularly conducts sales management meetings and business reviews to assess individual account executive needs & performance in line with financial goals and sales objectives.

Pricing policy:
• Monitors pricing policies in order to guarantee sales development & margin target objectives
• Approves special price requests to optimize profitability target.

Supervise marketing activities, event Organization, promotional activities & product launch:
• Gathers market information and competitors activities. Shares relevant information with management and team members to enable improved field engagement and decision making
• Supervises company events in cooperation with suppliers in order to optimize their effect on sales as well as supplier/ customer satisfaction
• Prepares & follows up products launches in order to guarantee quick market penetration.

Guaranties satisfying service level:
• Collects & if needed manages key customer complains, analyzes issues & propose corrective actions. Is proactive in helping finding solutions to fix identified issues, involves other departments &/or suppliers when necessary.
• Regularly check delivery service level & take necessary actions to identify and fix any issue.
• Pay a particular attention to key accounts.

* Leads and develop team performance:
Team management, Assessment and Appraisal:
• Sets targets and reviews performance
• Regularly analyze sales to have a good overview of sales development, evaluate sales executive’s brands and customer’s sales achievements. Rewards good achievement.
• Analyses accounts and their potential and assigns them among team members to leverage their strengths and achieve the expected sales amount.
• Recommends and implements personnel movement such as promotions, transfers, disciplinary actions, suspensions and/or dismissals of any member of the sales force.

Recruit and coach his Sales Executives:
• Participates actively in the selection and recruitment of new sales staff.
• Based on assessments, plans and conducts required sales training programs for sales force to develop skills, knowledge, cultivate competence and professionalism among the sales team
• Regularly accompanies sales executives to client meetings in order to assess, coach and develop their skills and performance.

* Additional responsibilities:
Stock checking and forecasting:
• Regularly check stock availability and takes corrective actions to anticipates overstock or shortage situations
• Prepares forecast with his team to insure proper stocks in order to avoid overstock or out of stock situations.

Participates in purchasing process, negotiation and product selection:
• Plays an active role in market assessment and new product selection based on identified market needs and opportunities

Support debt collection:
• Backs up the debt collection process in order to avoid delay or defaults of payments, personally attend or request his executive to join debtor meetings when necessary
To carry out ad-hoc tasks as may be reasonably requested by National HORECA Sales Director.

Education:
Degree holder in Sales and Marketing/ Food & Catering disciplines
Relevant Experience and motivational fit:
1. Passion for food & gastronomy, enjoys working in the gastronomic sector
2. Having relevant knowledge in food products, is familiar with the food service environment

Key Selling Skills:
1. Product & technical knowledge, key selling points, competitive advantages
2. Understand customer needs base on outlet analysis of type, size, chef personality, market segment, menu etc…
3. Knows how to identify customer needs through listening and questioning
4. Knows how to close the sale
5. Follows up and support, dedicated to his customer satisfaction through quality of service.

- Yearly KPI
- Healthcare
- Team Building

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