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Sales Senior District Leader
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Overview:
Main purpose of the role is achieving volume, revenue and execution excellence objectives in line with traditional trade channel and subchannel strategies for beverages and snacks categories within specifically assigned mega city districts through commercial planning, POS relationship management and execution excellence via field force management under distributor operations.
This new role will be merging the responsibilities of two separate (L8) senior district leaders responsible for single category (Foods or Beverages) under one (L9) associate manager bringing much more higher complexiy to the role as one person will manage both snacks and bevarages distributors as well as operations executives, route supervisors and sales represantitives under distributor payroll. Managing two categories together under one role will create Po1 leverage in field management as well as creating an execution synergy across categories is aimed.
Responsibilities:
This new role will be merging the responsibilities of two separate (L8) senior district leaders responsible for single category (Foods or Beverages) under one (L9) associate manager bringing much more higher complexiy to the role as one person will manage both snacks and bevarages distributors as well as operations executives, route supervisors and sales represantitives under distributor payroll. Managing two categories together under one role will create Po1 leverage in field management as well as creating an execution synergy across categories is aimed.
Sales and Execution Target Realization:
- Realize snacks and beverage volume & revenue targets by product group on monthly / quarterly / yearly basis.
- Regular analysis reviewing previous plan and performance in defined region. Translate analysis into clear actions and revise forecasts if necessary.
- Achieve category based market share targets in defined district.
- Advance on traditional trade primary KPIs on service, namely route compliance, hit rate and variety.
- Achieve hero SKU and new products distribution targets.
- Actualize executional excellence on racks and coolers and stock share versus competition.
- Manage promotional activity and budget within plan, through mutually agreed Retailer Value Offer in line with segment strategy, profitaibilty and execution targets.
- Periodical field visits to develop a trusted, mutually beneficial relationship with customers and define store level opportunities.
- Clear understanding of how the traditional trade customers makes key decisions, closely track competitor activity, facilitate win-win solutions between the customer and the company to achieve targets.
Frontline Management:
- Managing all HR processes in coordination with HR department for route supervisor and operations executive team.
- Recruitment, termination, performance management, capability management.
- Onboarding process and back up plans.
- Development plans based on health check process.
- Minimize undesired turnovers and ensure turnover targets for the team.
- Monthly target setting and performance management on route supervisor level.
- Ensure task management and frontline sales management process targets are met by route supervisors.
- Manage POS universe in defined region, increase #of active customers, solve passive customers’ issues.
- Most valuable stores and top segment stores management and action planning.
Distributor Management:
- Manage distributor relations and ensure operational excellence on distributer side. ,
- Monthly target setting and performance management on distributor level.
- Ensure operations executives’ distributor level forecast accuracy and optimal stock levels based on commercial plans and sales forecast
- Optimize distributor P&Ls through operations executives’ P&L input and take corrective actions if necessary.
- Manage distributor credit limits based on operations executives’ reports and take corrective actions on distributor level.
- Make distributor level back up plans by identifying suitable candidates for existing distributors.
- Distributor change and transition execution if / when necessary.
- Minimum 5 years experience in distributor and front line sales team management
- Executional and operational excellence oriented.
- Good command of Windows applications.
- Understands & manages key business drivers
- Strategic thinking skills
- Know how on key financial concepts (mainly P&L and cash flow)
- Selling capability, negotiations, result orientation.
- Excellent communication and relationship building skills.
- Ability to cope with a multitask environment.
- Military service completed for male candidates.
- Driver License ( B )
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