Jobs at Jobrole Consulting Limited

Job Description

• Own the deployment of the new commercial Ways of Working in the assigned region: Training the field sales team on Structured Call, Persuasive Presentation Process, Sales Drivers, Distributor Management, Field Sales Management, Negotiation Skill, etc.
• Support the deployment of the RTM Strategy in the assigned region.
• Conduct classroom and field coaching and accompaniment with Chi’s Sales team and 3rd Party Reps.
• Track usage compliance of Sales Tools by the field sales team and distributor sales team.
• Support the field sales team to develop coverage strategies for different sales channels
• Coach line managers on the field to drive embedding of the Standard Way of Working
• Ensure timely submission of monthly reports and trackers. i.e. IMS report, Coaching & Accompaniment reports, Sales Scorecard, Joint Business Plan (JBP) updates.
• Drive the Commercial Technical Skills (CTS) development of the commercial team through being part of CTS benchmarking exercises, analysing the outcome and working with the sales team to action training plans and personal development plans to ensure continuous improvement in the selling and commercial capabilities of the team.
• Plan and execute sales induction & onboarding programme for new sales partners teams.
• Lead the Sales Accreditation exercise for the field sales team in the assigned region.
• Manage and strengthen the business partnership with distributors through training the distributors on Warehouse & Inventory Management, Human Resource Management, Finance Management, Sales Operation, etc.
• Manage the Joint Business Planning Process with distributors.
• Manage the reward and recognition program for the sales team in the assigned region.
• Manage Sales Force Automation to drive data accuracy for the business.

Challenges:

• Influencing peer group to act without applying positional power
• Changing embedded mind-sets to a different way of thinking / working
• Managing several workstreams simultaneously.

Key Performance Indicators

• Deploy 100% of Sales Capability plans on time and in full.
• Spend minimum 50% of time in field coaching and accompaniment.
• Achieve 60% average post training score and 70% overall feedback rating for Sales Capability Classroom Trainings to 3rd Party Reps.
• Volume and distribution target achievement in line with RTM Strategy
• Achieve 60% accreditation pass of Sales Team

Education / Knowledge, Skills, Attributes, Experience & Other Requirements
Education / Knowledge:

• Minimum requirement: Graduate
• Added advantage: MBA

Experience:

• Minimum requirement: ASM and Sales Line Manager experience (minimum of 5 years).
• Added Advantage: Previously held Capability or Training role.

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Duties & Responsibilities

• Manage the team & all activities within assigned area to achieve optimum coverage of Chi's products in all the relevant outlets in an efficient & effective way
• Develop and ensure implementation of contact and coverage strategy for the area to ensure market share growth
• Recruitment of Distributors and development of Joint Business Plans for business growth and sustainability through appropriate investment
• Achieve agreed business targets / KPIs for the area (Sell-in, Sell-out, Cash / Credit management, Product Mix, Focus NPD)
• Achieve sales drivers objective for the assigned area
• Responsible for developing the capability of sales executives through field coaching and accompaniment and spot checks.
• Champion monthly business reviews with key distributors in the assigned area.

Key Performance Indicators  

• Volume: Achieve the primary sales target for assigned area
• Coaching & Accompaniment: Spend 10 full days coaching TSMs / VSRs / OMSRs
• JBP Planning & Implementation: Organise monthly JBP reviews with Key Distributor
• Reporting: 100% submission of all ASM reports as at when due.

Requirements
Education:

• Minimum requirement: Graduate (Bachelor's Degree)
• Added advantage: MBA 

Experience:

• Minimum requirement: Territory Sales Manager experience (At least 7 years relevant work experience)
• Added Advantage: Previously held Area Sales Manager role  

Professional (Memberships & Certifications)

• Minimum requirement: N/A
• Added Advantage: N/A.

Functional or Technical / Business Skills:

• Commercial Acumen Developed
• Customer Management Developed
• Negotiation Skills Developed
• In Market Execution Developed
• Selling Skills Proven Strength
• Sales Drivers Proven Strength
• Channel Strategy Developed
• Presentation & Communication Developed
• Leadership Skills Developed.

Challenges:

• Prioritizing and time management Managing several workstreams simultaneously.

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Duties & Responsibilities

• Develop plans to deliver category growth based on shopper/ consumer and customer requirements
• Optimise and ensure full ROI realization from promotions & channel activations spend for the category
• Support the development of commercial plans and ensure OTIF implementation
• Complete ownership of category annual Battle plan by channel
• Define priority channels for each segment and SKUs within category (MSL), and create tailored category/ channel plans for each
• Lead development of sales drivers for category segment by channel
• Support KAM Team with development of JBP and customer specific programs/plans
• Develop category Insights/purchase decision tree and support Sales team on Category Insight projects/presentation to customers
• Coach and support associates to deliver business objectives and grow their careers.

Education / Knowledge, Skills, Attributes, Experience & Other Requirements
Qualifications:

• First Degree in any discipline
• Post Graduate degree will be an added advantage

Experience:

• Minimum of 7 years’ experience, many of these to be in marketing, or sales, and over this period has successfully delivered on KPIs,
• Experience in either Brand management, Trade/shopper marketing and Field sales management
• Demonstrated success in a number of diverse roles.
• Demonstrated ability to motivate and lead team
• A good coach and inspiration to associates.

Knowledge:

• Good knowledge of Category & channel management
• Appreciable knowledge of Commercial strategy
• Good knowledge of Channel/Shopper trends
• Good knowledge of commercial Planning process (IMEX, CPM, Battle Plan)
• Good working knowledge of FMCGS/ CPGs environment
• Working knowledge of Field Sales and Distributor Management
• Good knowledge of the business environment and competition strategy.

Functional or Technical / Business Skills:

• Commercial Acumen: Developed
• Customer Management: Developed
• Negotiation Skills: Proven Strength
• IMEX: Developed
• Selling Skills: Proven Strength
• Sales Drivers: Proven Strength
• Channel Strategy: Developed
• Communication & Presentation Skills: Proven Strength.