Head of Modern Trade Sales
About this position
Responsibilities
• Formulate & manage modern trade sales strategy to achieve key objectives such as key accounts sales target/ forecast & trade spending plans, in liaison with Trade Marketing & Consumer Marketing, to make sure the alignment of marketing strategies & objectives with sales execution plans.
• Lead modern trade sales activities such as trade agreement and major promotion negotiation & contract terms to gain the most benefit and still maintain good relationship with the customers.
• Liaison with Trade Marketing & Consumer Marketing to create advantageous marketing key drivers for developing key accounts business and against competitors.
• Manage trade marketing activities & programs according to trade marketing plans.
• Prepare analytical reports/ information, products assortment, category status, market share to develop action plans to improve the effectiveness and/ or recommend to the commercial management teams.
• Manage trade promotion spending and control over credit and financial outstanding of each account to ensure that collections are in line with targets.
• Monitor Key Account Managers on utilizing each account budget efficiently and profitably to ensure target accomplishment.
• Supervise, motivate, coach and train Key Account Managers to ensure effectiveness and efficiency of key account sales force management.
• Conduct performance review of Key Account Managers on a quarterly basis.
• Manage key account teams’ performance (KPIs) and sales training when needed to enhance an effective sales force capability.
Requirements
• Master’s degree
• Minimum 7 years modern trade sales experience with 5 years in managerial level
• Knowledge of modern trade and competitor insight
• Leadership Skill
• Outstanding customer relationship management
• Conceptual Selling Skill
• Excellence Negotiation Skill
• Coaching & Motivation Skills
• Decision Making & Problem-Solving Skills