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Job Purpose/Overview:
Responsible to build and develop yearly plans with assigned customers to effectively grow a long-term business for both Mars and the key customers with high levels of customer engagement. Accountable for the delivery of the In Market Sales and TP efficiency through the fundamentals of distribution of our products, display and promotion execution and be a visible leader driving team engagement and fostering the Mars culture and the 5 Principles to the National Distributor team.
Key Responsibilities:
Customer Development Management
- Develop customer account plans to win in key account – customer engagement, business growth and excellence in physical availability
- Attain category leadership through partnership in key retailers in driving category growth and turnover
- Optimizes range, distribution, points of engagement in store, value and promotional metrics to continually add to customer value and ensure excellent execution in place
- Effective and efficient management and deployment of Activities and Trade Expenditure and/or Trading terms
Sales Force Management and Engagement
- Effectively manage National Distributor and sales team to build capabilities and team effectiveness in physical availability via distribution and display
- Lead and manage sales force to achieve excellence in trade executions
Inter-functional Work Processes and Alignments
- Develop close working partnership with inter-functional teams
- Ensures timely execution to support delivery of tasks and projects to attain joint objectives
Mid-Term Vision : Role & Performance expectations
- Develops multi-year plans, effectively builds relationships and orchestrates resources across customer organization to maximize mutual business opportunities
- Focus on developing superior partnering skills both internally and externally, shows strategic ability at the customer level
Business Objectives & Implementation
- To manage In-market Sales, Mars NSV, TE, D&E, and Sales Divisional Budget and setting measurable target
- Manage and co-ordinate implementation of marketing and sales activities
Distributor Communication
- Ensure the National Distributor sales team is properly briefed of the Key Account Development Plan including the resources and strategies needed to achieve the plan
- Control and process in budget appropriation
Job Specifications/Qualifications:
- Sales background with experience in managing local and/or international key accounts and/or convenience stores in FMCG.
- Able to lead negotiations especially in trading terms, planning and prioritizing skills.
- Required 3 - 5 years of sales experience with key account management as part of the sales experience.
- Understands category leadership / management and exposure to E-Commerce are added advantage.
- Willing to travel.
- Possess valid driver’s license. Hands-on knowledge of best practices in lead generation and a proven track-record of delivering qualified traffic from both an acquisition and conversion standpoint
- Experience with Sitecore, Google Analytics or comparable Web Analytics platforms will be an added advantage.
- Strong Leadership and Teamwork capability
- Follow through and work with discipline to execute a mission on time with accuracy
- Self-driven, highly motivated, and comfortable interacting at various levels of an organization, up to senior management,
- Experience in driving strong customer partnerships
- Individual who thrives in an entrepreneurial and rapidly changing environment
- Language skills: English is a must, other additional languages useful
