Sales Manager (Langkawi)

Responsible for the sales of the Company’s products / brands in Langkawi by maintaining and expanding customer base and provide ongoing support to product distribution channel.

Responsibilities

• Drive sales and profitability of the Company’s products / brands.
• Translate strategies into specified area’s action plans aligned to Company’s objectives; focusing on, but not limited to :

a. The Sales strategy, annual business plan and sales priorities

b. The Marketing brand plans and portfolio strategy

i. Coordinate Brand and Channel marketing to maximise sales and channel effectiveness

c. Channel (area, district and sub-trade), customer and consumer insights

i. Collate and review channel deviation against plan, by area, district, sub-trade, outlet class and outlet, and collaborate with the Sales Planning team to formulate effective sales plans to drive the specific area’s volume and value

ii. Collate & monitor competitor activity and contribute to the development of a comprehensive counter strategy

d. Commercial and sales best practices

a. Planning clear and stretch targets, sales activities / campaigns and budgets

b. Providing clear performance measures and guidelines to team

c. Regularly analysing, reviewing and evaluating sales activities & its effectiveness and productivity of the team

a. Growth in sales volume & revenue and market share

b. Improvements in sales to cost ratios e.g. Gross Profit after Logistics (GPaL), etc

c. Execution excellence i.e. quality of services, speed to market, etc

a. Regularly review forecast accuracy reports and provide timely and accurate reports for effective cycle planning

b. Manage the distribution chain efficiently to ensure the right products are distributed in the right channels / outlets

a. Manage implementation of category plans

b. Develop and drive localised promotion campaigns for the specified area

c. Drive the execution of national promotion campaigns in compliance to the designed mechanics

a. Select the right customers to market the products / brands to

b. Feedback to Marketing on customer & consumer trends, new products and competitor’s campaigns / activations

c. Recommend activations and marketing plans which will drive growth in the area

d. Review and oversee utilisation of POSMs in the specified area

a. Regular updates of the customer list in the specified area

b. Preparation of an effective coverage plan for the sales team to service the customers

c. Regular review and update of the route to market for optimal coverage

a. Identify new customers / outlets and opportunities

b. Maintaining existing customer base through quality service

c. Establish and maintain good business relationships & rapport with key opinion leaders, trade associations, distributors, customers, etc

a. Prepare, manage, control and regularly review the area’s budget for optimal spend

b. Manage sales expenses & spend, channel plan within budget allocation and drive compliance to Company and department policies & procedures

c. Initiate corrective actions in budget utilisation and spend for the specified area

a. Identify opportunities to improve productivity of the sales team, forecast accuracy and win rates

b. Drive process efficiencies and improvements

a. Outlet classification and alignment to the Investment Matrix & Channel POSM guidelines

b. Accuracy in census updates

c. Contract management

e. Sales strategies for all market segments (On & Off Trade)

b. Review and provide recommendations on appointment / revision / termination of distributors / trade outlet agreements

a. Manage and drive the people competencies required to achieve the Company’s objectives

b. Select and recruit people based on the competencies set out

a. Create an environment that supports high performance including promoting safe & responsible driving in the team, removing obstacles, etc.

b. Assess team capability and manage performance

c. Lead and motivate team to drive for high performance and execution excellence

d. Build a highly engaged team with effective leadership and functional competencies

e. Provide ongoing coaching, guidance, training and development to the team

f. Craft clear succession plan and develop team for talent pipeline

Requirements

We regret to inform only shortlisted candidates will be notified.

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