Sales Operations & Capability Manager

Job Purpose/Overview:

Responsible for optimizing efficiency and effectiveness of the sales team through:

• Deployment and implementation of sales back-end operations which include but not limited to: Sales Management Systems, Trade Marketing Executions & Merchandising Partners, eRTM structure, among others. This includes managing sales data, reporting on sales performance, and ensuring sales teams have the tools and resources they need to succeed.
• Review, refine, align and implement sales policies, processes and standards that contributes to excellence in execution of the sales teams. This may include setting up processes, templates, etc.
• Responsible for assuring the continuing education needs of the sales teams 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

• Leads in the review, and proposes updates or enhancements of current sales standards and policies
• Assists in facilitating proper legal and administrative requirements of all selected distributors and external sales partners;
• Develops and Maintains the National Sales Scorecard and Sales Information data base that includes inputs from Sales Fundamentals Reports, Merchandiser Reports, and Marketing Promotion
• Leads in the development & implementation of operating system of Distributors to grow the business of the trade outlets by establishing standards, systems and policies;
• Creates control or monitoring systems and procedures to protect the Company from any fraudulent activities;
• Monitors, reviews and evaluates adherence and performance of distributors to set WPI standards;
• Provides prompt and complete management reports to efficiently assess sales progress and performance;
• Recommends projects or systems to enhance sales operations, and helps provide recognition and feedback to stakeholders
• Leads digitalization projects (acts as SPOC)
• 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
• Attending customer presentations with Sales
• 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 to deliver short-term and long-term needs
• Leads evaluation of RTM performance for the country

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;
• 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; and
• Performs other duties as may be assigned by the National Sales Manager.

Job Specifications/Qualifications:

• At least two (2) years in National General Trade Management or Modern Trade
• At least five (5) years in Sales Leadership role (Digital is a plus)
• With FMCG experience (not limited to top FMCG)
• Tech savvy
• With experience on RTM assessment and/or deployment
• Ability to understand category leadership/management, draw insights and create compelling stories to drive the business growth.
• Potential to develop and grow to the next level.
• Must possess a valid driver’s license
• Willingness to travel

Job Purpose/Overview:

Responsible for optimizing efficiency and effectiveness of the sales team through:

• Deployment and implementation of sales back-end operations which include but not limited to: Sales Management Systems, Trade Marketing Executions & Merchandising Partners, eRTM structure, among others. This includes managing sales data, reporting on sales performance, and ensuring sales teams have the tools and resources they need to succeed.
• Review, refine, align and implement sales policies, processes and standards that contributes to excellence in execution of the sales teams. This may include setting up processes, templates, etc.
• Responsible for assuring the continuing education needs of the sales teams 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

• Leads in the review, and proposes updates or enhancements of current sales standards and policies
• Assists in facilitating proper legal and administrative requirements of all selected distributors and external sales partners;
• Develops and Maintains the National Sales Scorecard and Sales Information data base that includes inputs from Sales Fundamentals Reports, Merchandiser Reports, and Marketing Promotion
• Leads in the development & implementation of operating system of Distributors to grow the business of the trade outlets by establishing standards, systems and policies;
• Creates control or monitoring systems and procedures to protect the Company from any fraudulent activities;
• Monitors, reviews and evaluates adherence and performance of distributors to set WPI standards;
• Provides prompt and complete management reports to efficiently assess sales progress and performance;
• Recommends projects or systems to enhance sales operations, and helps provide recognition and feedback to stakeholders
• Leads digitalization projects (acts as SPOC)
• 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
• Attending customer presentations with Sales
• 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 to deliver short-term and long-term needs
• Leads evaluation of RTM performance for the country

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;
• 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; and
• Performs other duties as may be assigned by the National Sales Manager.

Job Specifications/Qualifications:

• At least two (2) years in National General Trade Management or Modern Trade
• At least five (5) years in Sales Leadership role (Digital is a plus)
• With FMCG experience (not limited to top FMCG)
• Tech savvy
• With experience on RTM assessment and/or deployment
• Ability to understand category leadership/management, draw insights and create compelling stories to drive the business growth.
• Potential to develop and grow to the next level.
• Must possess a valid driver’s license
• Willingness to travel