西安招聘

POSITION TITLE: Area Sales Manager-福建省和浙江省

Location: 杭州

Industry: FMCG Industry.

SPECIFIC KNOWLEGE (if required) Strong analytical, people management, account management, negotiation and leadership skills, sales skills, Market Knowledge: Traditional & Modern Trade, Impulse Channel; Company Portfolio; Company Commercial Policies; Channel & Customer Plan; Commercial Logistics; Sales, Field & Merchandising Processes; English fluent

Sales Strategy

Propose goals, sales strategies, channel and customer plans for the area managed

Sales Forecast, Budget and Objectives

Develop and manage operatively weekly rolling sales forecasts for the assigned area

Ensures in line with business objectives the proper management of budget (reach targets on trade spending, returns, profits)

Propose area sales volume budget and trade expense for PMT (by city, POS, product, SKU)

Customer plans and sales development

Detect and propose business development and growth opportunities, ensure quantity and quality development in the assigned area (Business Blocks KPIs)

Properly distribute resources (human, financial, POSM, etc.) for most effective ROI

Negotiation

Presents, negotiate and sign agreed budget with distributors and wholesalers (Define and communicate objectives and policy to customers)

Field Management

Defines with distributor the level of service expected (business model, dedicated vs shared sales force, KPIs etc) and monitor the actual outcome

Ensure application of national and local KA agreements

Ensure achievement of the area sales targets (Building Blocks KPIs)

Propose sales force structure – dedicated vs shared sales force etc., location, headcount

Manage distributors and wholesalers, ensure payment, follow up credits and assure the information flow from distributors on sales and expenses

Planning and control

Plans daily and weekly routing and ensures conformity by sales representatives

Monitors field activities performance and accomplishment of sales conditions, agreements and relevant BB KPIs

Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks

Ensure that all agreed reports are provided timely and accurately - from distributor, from the sales force (in store scorecard) and ensure accuracy, up & down with KAM (actuals on stocks and sales, freshness, other regional reports, reports from promoters)

Marketing and Trade Marketing

Implement brand strategies, achieve qualitative and quantitative objectives set by marketing, report on opportunities, obstacles

Ensure implementation of TM activities, active and proper in-store activities execution

Is responsible for control: visibility, positioning of POSM and takes measures to execute trade marketing activities if they are not in place

Makes proposals on new types of POSM and in-store activities to Regional TM Supervisor

Control work of Promoter (during market visit) – presence, presentation etc. Report on issues to Regional Trade Marketing Supervisor.

Managing Human Resources

Define sales targets for the structure managed by SKU, control results

Regularly evaluate performance of the structure assigned through joint visits and market visits: evaluate achievement of the BB KPIs, effect coaching and motivate subordinates

Participate in recruitment and selection according to the job descriptions and company values

Train new comers on merchandising, sales skills, Trade marketing execution, explain company sales principles and commercial policy, communicate new products, new projects, promo etc.

Main Requirement:

Good hands on FMCG Fields sales distributions management and field sales team management;

English is not quite essential, while simple reading is highly appreciated;

Aggressive and with strong implementation capabilities.

There are two vacancies (一名在杭州工作：管理福建和浙江区域销售and 另外一名在深圳工作:管理粤东区域销售)

Interested applicants can submit your resume to judy@excellenceap.com or reach Judy Chen 13826166366 for prompt supports! Thank you!