Sales Transformation and Capability Leader

Job Purpose/Overview:

The Sales Transformation and Capability Leader is responsible for the development & implementation of all Sales back-end operations which include Sales Management Systems, Processes & Information, Trade Marketing Executions & Merchandising Partners, RTM structure, and Sales Capability in order for Field Sales Group, Distributor & External Partners to achieve their objectives.

To review & propose improvements to existing Sales Management standards, systems and to ensure proper implementation and execution of strategic Distribution Standards, Systems & Policies.

Responsible for assuring the continuing education needs of the Field Sales Group and external trade partners by designing and implementing a total training and development curriculum to help them perform properly their duties in the company and developing their full potential.

Key Responsibilities:

Sales Management Systems, Processes & Information – Development & Continuous Improvement

• Development & implementation for all Sales back-end operations including Sales Management Systems, Process & Information.
• Develops and maintains national sales scorecard and sales information data through appropriate reports.
• Creates control / monitoring system to protect the Company from fraudulent activities..
• Leads development and implementation of Distributor operating system through establishing standards, systems & policies.
• Assess distributors’ capability, coordinates and recommends trainings as needed
• Monitors, reviews & evaluates adherence and performance of distributors to set WPI standards.
• Provides prompt and complete management reports.
• Leads digitalization projects.
• Works closely with other functional units for the integration of their components in the sales management system to ensure alignment, synergy and optimum resource utilization (i.e Forecasting).

Managing Trade Marketing Execution & Merchandising Partners

• Identify the opportunity gap of Physical Availability related to checkout penetration, share of shelf and OOS, work closely with field sales team to provide solutions to capture business opportunity.
• Co-Create merchandising solution for key channel.
• Manages & Engages Trade Merchandising Partners (Merchandising Agency, Coordinators, Merchandisers, etc.)
• Coordinate with Sales & Marketing to execute Portfolio Optimization & Planogram Revisions to drive financial KPIs especially NS, MAC, earning.
• To leverage understanding of channel insight, shopper needs and behavior, and understand how best Company can exploit this understanding and insight.
• Leverage company relevant tools & frameworks to support greater business insight & understanding of Consumer - Shopper – Customer-Competition.
• Provide summary and insight from trade insight to monthly reports. Timely provide feedback and insight from the marketplace (Sales and Customer) to Company management.
• Performs regular trade monitoring to understand and gather vital market information.

Route to Market

• Evaluates RTM opportunities and collaborates with the GM to establish RTM Plans.
• Leads evaluation of RTM performance.

Sales Capability

• Develops and delivers the sales training curriculum for all external trade partners by using adult learning principles and applications to generate interest, involvement, and improvement in their knowledge, attitude, skills and habits.
• Designs and conducts relevant courses for National Field Sales associates by collaborating with P&O/Associate Training to determine which courses are not yet included in the associate training curriculum.
• Acts as the department’s liaison to P&O by coordinating its internal and external training requirements and facilitating enrollments to course offerings so that the professional and personal development of NDS associates are addressed while the resources of P&O are maximized.
• Constantly reviews and improves training procedures and practices through troubleshooting, feedback gathering, and benchmarking in order to ensure effectiveness and efficiency and introduce industry best practices.
• Participates and contributes to the creation of a business process manual for the department through process mapping in order to establish business continuity and serve as reference for existing personnel and new hires.
• Designs and updates the Sales Manual by closely collaborating with leaders from National Distributor Sales in order to maintain its accuracy, completeness, and usefulness.
• Assists National Sales Manager in determining, preparing and monitoring the training budget based on the business requirements.
• Performs other duties as may be assigned.

Job Specifications/Qualifications:

• Must be a graduate of a Bachelor's Degree or a Master's Degree
• Must have at least 15 years of professional experience, with at least 7 years of people leadership experience.
• Must have experience in leading General Trade or Modern Trade Operations
• Preferably with experience in leading route-to-market transformation
• Must be willing to be based in Malaysia, with potential travel.

Job Purpose/Overview:

The Sales Transformation and Capability Leader is responsible for the development & implementation of all Sales back-end operations which include Sales Management Systems, Processes & Information, Trade Marketing Executions & Merchandising Partners, RTM structure, and Sales Capability in order for Field Sales Group, Distributor & External Partners to achieve their objectives.

To review & propose improvements to existing Sales Management standards, systems and to ensure proper implementation and execution of strategic Distribution Standards, Systems & Policies.

Responsible for assuring the continuing education needs of the Field Sales Group and external trade partners by designing and implementing a total training and development curriculum to help them perform properly their duties in the company and developing their full potential.

Key Responsibilities:

Sales Management Systems, Processes & Information – Development & Continuous Improvement

• Development & implementation for all Sales back-end operations including Sales Management Systems, Process & Information.
• Develops and maintains national sales scorecard and sales information data through appropriate reports.
• Creates control / monitoring system to protect the Company from fraudulent activities..
• Leads development and implementation of Distributor operating system through establishing standards, systems & policies.
• Assess distributors’ capability, coordinates and recommends trainings as needed
• Monitors, reviews & evaluates adherence and performance of distributors to set WPI standards.
• Provides prompt and complete management reports.
• Leads digitalization projects.
• Works closely with other functional units for the integration of their components in the sales management system to ensure alignment, synergy and optimum resource utilization (i.e Forecasting).

Managing Trade Marketing Execution & Merchandising Partners

• Identify the opportunity gap of Physical Availability related to checkout penetration, share of shelf and OOS, work closely with field sales team to provide solutions to capture business opportunity.
• Co-Create merchandising solution for key channel.
• Manages & Engages Trade Merchandising Partners (Merchandising Agency, Coordinators, Merchandisers, etc.)
• Coordinate with Sales & Marketing to execute Portfolio Optimization & Planogram Revisions to drive financial KPIs especially NS, MAC, earning.
• To leverage understanding of channel insight, shopper needs and behavior, and understand how best Company can exploit this understanding and insight.
• Leverage company relevant tools & frameworks to support greater business insight & understanding of Consumer - Shopper – Customer-Competition.
• Provide summary and insight from trade insight to monthly reports. Timely provide feedback and insight from the marketplace (Sales and Customer) to Company management.
• Performs regular trade monitoring to understand and gather vital market information.

Route to Market

• Evaluates RTM opportunities and collaborates with the GM to establish RTM Plans.
• Leads evaluation of RTM performance.

Sales Capability

• Develops and delivers the sales training curriculum for all external trade partners by using adult learning principles and applications to generate interest, involvement, and improvement in their knowledge, attitude, skills and habits.
• Designs and conducts relevant courses for National Field Sales associates by collaborating with P&O/Associate Training to determine which courses are not yet included in the associate training curriculum.
• Acts as the department’s liaison to P&O by coordinating its internal and external training requirements and facilitating enrollments to course offerings so that the professional and personal development of NDS associates are addressed while the resources of P&O are maximized.
• Constantly reviews and improves training procedures and practices through troubleshooting, feedback gathering, and benchmarking in order to ensure effectiveness and efficiency and introduce industry best practices.
• Participates and contributes to the creation of a business process manual for the department through process mapping in order to establish business continuity and serve as reference for existing personnel and new hires.
• Designs and updates the Sales Manual by closely collaborating with leaders from National Distributor Sales in order to maintain its accuracy, completeness, and usefulness.
• Assists National Sales Manager in determining, preparing and monitoring the training budget based on the business requirements.
• Performs other duties as may be assigned.

Job Specifications/Qualifications:

• Must be a graduate of a Bachelor's Degree or a Master's Degree
• Must have at least 15 years of professional experience, with at least 7 years of people leadership experience.
• Must have experience in leading General Trade or Modern Trade Operations
• Preferably with experience in leading route-to-market transformation
• Must be willing to be based in Malaysia, with potential travel.