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Regional Sales Manager

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Ensure full implementation of field sales plan & business development plan for GT Channels & Key Customers to deliver sustainable channel growth within his region. Responsible for LTPs GT thruput sales performance within his region selling according to Nestlé Must Have List to General Trade customers to meet sales and profit targets and market share objectives. - Distribution targets - Sales target for LTP / FSE - ICD management - agreed on allocation breakdown by LTP / FSE given by Sales Analyst GT Category Growth & Development - Ensure execution of all category plans and activities within his region. - Monitor & analyse category trend Territory Management - Manpower planning - Accountable for customer database management - Ensuring journey plan is updated regularly Accountable for Product Distribution & Merchandising Standards as per guidelines - Ensure full compliance of channel must-have-list - Timely implementation of KMA & promotional activities - Channel planogram and merchandising standard guideline. - Maximize usage of POS materials and replace old ones with new ones Goal Alignment through: - Throughput meeting - RSM accountable to chair meeting - MOR meeting - RSM accountable to participate - Strategic Business Review (SBR) - mandatory to be attended by RSMs and not to be delegated Market Hygiene - Ensuring stock freshness in trade with best practices in FEFO. Key Trade Customer Management - Top to Top Business Review with GT Top 6 customers within the region on quarterly review - Gather & update customer data and insights Gather insights & information market intelligence - Monitor, Analyse and Interpret Channel/Shopper trends Business Development - New outlet penetration. - Explore new business opportunity Leading Field Sales team and ensuring Operation Best Practices - Leading and managing Field Sales Executive/Managers - On the job coaching / FMBP training of Field Sales team (ICE, SFA, EDC, WIES Toolkit) - Leading and ensuring implementation of KMA activities, promotional campaign, new product launch, merchandising standards to LTP Field Sales via review with LTP. - Leading and ensuring min 85% of WIES evaluation for LP, SP, Modern Convenience (7E) and LNA Petrolmarts outlet universe as well as analyse the WIES score and work on the improvement area. - Conducting WIES audit based on set target and use the audit result to coach field sales team.