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Area Sales Manager - Mekong Delta (Quản lý Kinh doanh khu vực Đồng bằng sông Cửu Long)

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Date: Jun 11, 2018

Location: Can Tho, 48, VN

Colgate-Palmolive is a leading global consumer products company, tightly focused on Oral Care, Personal Care, Home Care and Pet Nutrition. Colgate sells its products in over 200 countries and territories around the world under such internationally recognized brand names as Colgate, Palmolive, Speed Stick, Lady Speed Stick, Softsoap, Irish Spring, Protex, Sorriso, Kolynos, elmex, Tom’s of Maine, Sanex, Ajax, Axion, Fabuloso, Soupline and Suavitel, as well as Hill’s Science Diet, Hill’s Prescription Diet and Hill’s Ideal Balance.

For more information about Colgate’s global business, visit the Company’s web site at http://www.colgatepalmolive.com. To learn more about Colgate Bright Smiles, Bright Futures® oral health education program, please visit http://www.colgatebsbf.com. To learn more about Hill's and the Hill’s Food, Shelter & Love program please visit hillspet.com. To learn more about Tom’s of Maine  please visit  http://www.tomsofmaine.com.

Location: Can Tho, Can Tho, Viet Nam
Relocation Assistance Offered Within Country
# 60341

 

Job Purpose (Summary of what the job exists to accomplish)

To manage execution of sales, distribution and promotions in a designated area through direct supervision of a team of CD officers with a view to achieving targeted numeric and weighted distribution and Sales Volumes and values targets.

To coach, train, monitor and evaluate his/her team so as to enable them to achieve business objectives.

Job Context & Challenges (Indicate type and complexity of the challenges)

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

Key Accountabilities (A collection of duties and/or responsibilities assigned)

Accountability

Related Activities

Revenue Targets

  • Deliver sales and distribution targets as per objectives.

Distributor Management

  • 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

People Management

  • 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.

Market

  • 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.

Analysis and claims

  • 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.

IT Usage and system for working

  • Implement systems and to improve data availability, flow and transparency.

Reporting – Company and Competition

  • Analyse market share/distribution trends. CO-relate with sales performance by brand and productivity.
  • Work as per company and branch laid down guide-lines.

Relationship Building

  • Build strong relationships with Distributor and with the team. Focus on working on collaborative working with all external and internal customers.

In-store Mgmt

  • 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

Experience

Essential: Worked in FMCG Industry. Understanding of the market. Work exp. 4-6 yrs.

Number of years of Experience required: 4-6 years in relevant position

Professional Qualifications & Training

Essential: Bachelor’s or Master’s degree in Business Management or relevant universities

Desirable: Should have worked in the CP Org. and developed the talent from within, apart from the above requirements.

Generic Competencies (Use the Personal Leadership Competency framework as a base document, you may add other skills specific to the job)

Essential: Interpersonal Relations, Customer Focus, Team work and Collaboration, execution, Planning, coaching and feedback.

Are you interested in working for Colgate-Palmolive? You can apply to work with us using this online application. Attach all relevant documents such as a cover letter and resume or CV. Applications received by e-mail are not considered in the selection process.

Become part of our team. We look forward to your application.

Equal Opportunity Employer
Colgate is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, ethnicity, age, disability, marital status, or any other characteristic protected by law.


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