长沙招聘

此职位主要负责浙江联华华商年度合同谈判等工作。

PURPOSE STATEMENT:

Leads and Directs the efforts of their Customer to achieve sales goals, DSO, 5P expectations and initiative and promotion success. This position is at the 4^th level of sales management. The person will interact frequently with Customer Marketing, Sales Forecasting, CSD and local Sales People where their account has outlets. This position will be responsible for building our relationship with the major retailers in China.

MAJOR RESPONSIBILITIES:

1. Works with the Customers people (Buyers, Merchandising Manager, FIN, Logistics, etc) to set agreed JBP based on the company and the customers strategies.

2. Monitors the monthly performance vs the goals for Sales, DSO, 5P achievement and Training. Reports these results to the RD – National Accounts.

3. Has weekly/monthly engagement with the customers’ people selling in initiatives and reviewing performance versus agreed KPIs for the JBP. Responsible for scheduling the Top to Top Meetings with their customer and Colgate resources as directed by the customer or the RD – National Accounts.

4. Ensures all accounts outlets are effectively covered and managed by either Colgate Sales people or Contract Sales people. Also ensures that there is a clear communication to the Field Sales people of the accounts promotion plans, T&C and spending plans.

5. Provides a Sales Forecast for their Accounts’ promotions and ensures that these allocations are made available for the account and ordered by the account to avoid any SLOB SKUs. Is directly responsible for any SLOB SKUs as a result of SKUs made specifically for their account.

6. Ensure expense spending is within budget and policy guidelines.

7. Creates the Best Place to Work environment – Provides training to the Sales people and Contract Sales people working on their accounts’ business to ensure they have a knowledge of how the account operates and what the key strategies for the account are for the current year.

8. Provides monthly data from the field on Initiatives, pricing, distribution, shelving, merchandising and competitive activity.

9. Owns the specific GtM strategy for the Account (eg W*M has a EDLC strategy – the W*M Account Manager is responsible for drafting the plan required to meet this expectation from the customer) and must prepare a recommendation every September detailing the objectives, resources and funding required to achieve the following years plan.

PROBLEM SOLVING & DECISION MAKING:

Guidance received: RD – National Accounts, Team Leader Direct Retail Channel, Global Customer Team Leaders.

Complexity of analysis: Needs to fully understand the sales environment, competitive trends and strategies, resources allocation analysis (continuous change of shopper’s behaviors and purchasing decisions).

Impact of decisions: Delivers sales, DSO, 5P expectations and JBP KPIs.

Special environments/conditions: Mobile and frequent travel to Customer HQ and cities with customers outlets.

MAJOR CONTACTS:

Internal: Sales organization, Customer Marketing, Marketing, Logistics, Finance

External: Trade customers, Third party service providers (e.g. Promoter Agency)

EDUCATION AND /OR EXPERIENCE:

Education: University degree

Experience: 5+ years business experience with minimum of 5 years in consumer product industry, minimum 5 years in management position.

Special Knowledge: Good knowledge of China business environment, Key Account Management, Computer literacy, Excellent English skills with capability to deal with expatriate managers of global key accounts.

Competencies: See China Sales Competencies and Career Tracks