Hiring for Group Sales Manager

Group Sales Manager (Gen. Trade) - Mindanao
(Armm, Central Mindanao, Northern Mindanao, Southern Mindanao, Western Mindanao)

Responsibilities:

The Group Sales Manager for General Trade manages a group of Corporate Distributor Specialist in delivering business objectives in an assigned geographical territory. He/She is responsible for the development, implementation & monitoring of district plans so that business targets are achieved within allocated budget. He/She is reponsible for delivering sustainable growth via execution of national or area-specific General Trade programs, Distributor management and trade development in an assigned geographical territory.

1. COMPETENCIES

A. KNOWLEDGE

Sales Achievement

1. Volume:Plan, monitor & achieve assigned volume targets in an assigned geographical territory.

2. Budget:Manage trade spend budget in an assigned geographical territory.

3. Company Business Plan:Develop, implement, monitor and evaluate business plans for an assigned geographical territory aligned with regional and national objectives.

Distribution

4. Reach:Plan, execute, monitor and achieve assigned reach, calls/day and productive calls targets, aligned with regional and national objectives.

5. Availability:Ensure consistent availability of priority SKUs in identified channels at assigned district. Achieve New Product speed of placement objectives.

6. Customer Service:Provide input in volume forecasting process in assigned district. Manage returns, B.O. and pull-out according to communication strategy & guidelines.

Categories, Channels & Shoppers

7. Category Management: Implement Category Management initiatives in assigned district.

8. Promotions:Manage implementation of national promotional activities for district. Manage results of district or customer-specific promotion initiatives to drive categories’ channels & shopper objectives.

9. Merchandising:Manage implementation of national merchandising activities for district. Manage results of district or customer-specific merchandising initiatives to drive categories’ channels & shopper objectives.

10. Market Intelligence:Inform key stakeholders of relevant trade information and activities pertaining to company &competitors.

Customer Management

11. Trading Terms:Implement distributor and/or customer Trading Terms for district.

12. Customer Profitability:Analyze & develop plans to manage financial viability of distributors. Utilize financial documents such as income statement & balance sheet in the analysis.

13. Business Plans & Review:Manage business planning & review process with distributors.

14. Pricing:Manage company’s trade pricing strategy and give feedback on competitors’ pricing for district.

15. Communication:Clarity in communicating company’s directives and be seen as company’s point of contact for any district concerns.

Organization Development

16. Performance Management:Participate in PMS (Performance Management System) process for self &Corporate Distributor Specialists.

17. People Development: Participate in initiatives to achieve goal of becoming a “Leading Edge Sales Organization”. Apply principles of “Coaching Others”.

18. Training & Development: Implement learning from training, including coaching of Corporate Distributor Specialists.

19. Tools & Technology: Utilize the full functions of available tools & technology.

B. SKILLS & ATTITUDE

· Achievement Orientation

· Analysis/Conceptual Thinking

· Leadership Management

· Organizational Commitment

· Developing People

· Influencing

· Judgment/Decision Making

· Results Orientation

· Teamwork/Collaboration

· Group Leadership

Requirements:

• Graduate of Marketing, Management, Business Administration or any related course
• Preferably with MBA or equivalent
• At least 5 years or more sales experience with at lest 3 years spent in General Trade.
• With previous successes in distributor management or other trade related operations; Well- rounded knowledge of retail environment & distributorship operations
• Must have strong competencies with PC-based applications (MS Word, Excel and Powerpoint)
• Must have the following skills and attitude: Achievement Orientation, Analysis/Conceptual Thinking, Leadership Management, Organizational Commitment, Developing People, Influencing, Judgement/Decision Making, REsults Orientation, Teamwork/Collaboration and Group Leadership
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