Sales Operations and Capability Manager

*** Role purpose and responsibility:
• Responsible and accountable for the Sales Operation Function which includes managing sales operational processes by developing and monitoring working processes, provide sales forecasting, sales information and analysis for business decision and Administration of Sales Department.
• Responsible for building up and implementing incentive programme to further improve field sales team.
• Responsible for developing competencies of sales team.

*** Accountabilities:
Information and Sales System
• Develop in-house or work with 3rd party provider to develop and implement Sales report system (DMS) to consolidate sales information from retailer to distributor to FBV
• Maintain Sales forecast DRP to feed to DR of IBP
• Champion roll out/ implement and maintenance of sales system, working process across all distributors
• To be responsible and accountable for the submission and accuracy of all the Sales Information Reports to all the management levels timely according to the frequency requirements of the relevant reports
• Provide Sales trend analysis weekly/monthly regarding key sales indicators
• Highlight business opportunities or risks to Sales Operation & Capability Manager, Sales Director (SD) and Management team
• Consolidate, review Sales scorecard and update company scorecard monthly

Sales Operation & administration
• Champion working process for field sales team with distributor to ensure compliance of Fonterra policies
• Develop and implement Sales Incentive and other Reward & Recognition programs to support SD & RSMs in motivating Sales team
• Champion the Sales Forecast process (DRP) of Sales Department in coordination with Trade Marketing and Field Sales, Marketing and Supply Chain.
• Organize Sales meetings/ Conference (Sales team/ Distributor)
• Develop and provide Sales tools (uniform/ report/ etc..) to entire sales team. Make sure tools are refreshed frequently and up-to-date.
• Manage assigned budget to Sales team and ensure stay within budget

People Capability
• Undertake organization analysis to identify organizational issues and propose strategic solutions (if any)
• Build capability Sales team through designing training and development programs. Coordinate with HR/ 3rd party to organize training course for the sales team.
• Work closely with HR to develop special development programs for key talent of sales department. Monitor and ensure all plans are on track.
• Develop and implement performance management for Sales Department and the 3rd party sales force.
• Coordinate with Regional Sales Capability (AME) to implement and roll out selected work-streams for every function of Sales

About YOU:
• University graduate in any related fields.
• Fluent in both spoken and written English and Vietnamese.
• Confident, outgoing and career orientated with excellent interpersonal and communication skills including experience in group presentation and public speaking.
• Solid background in General Trade Sales management.

Through your career, you should have:
• Minimum 5 years of sales management experience in the FMCG industry.
• Sales Operations experience is essential.
• Experience in successfully coordinating implementation of consumer and trade promotions, outdoor display etc. for a multinational FMCG company in the field

Your Technical/Functional Expertise:
• High analytical skill to be able to seek for business/ people opportunities and provide strategic action plans
• Superior people skills in order to manage both sales and marketing people smoothly, internally and in contracted agencies.
• Good communications skills in order to be able to deal with authorities and clearly with internal clients and contracted agencies
• Relevant experiences in developing sales information system with an established FMCG company

- Salary and bonus in accordance with the company
- Insurance policy in accordance with the company
- Paid leave policy in accordance with the company

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