Position Summary
The Area Sales Manager supports Regional Manager to develop, leads implementation and monitors plans towards the achievement of targets of his area of assigned territory. He provides daily work direction to the USM/USS members of his team so that sales targets and other distribution KPIs are achieved or exceeded.
The incumbent has direct responsibility for achievement of sales and all other fundamental targets (including distribution, new product launches, distributor inventory … within his assigned Area territory. He contributes to the growth and operating results of the company by leading the General Trade sales team (including USM/USS and DSR) in his Area by building the skills and abilities of the team.
Accountabilities
Major Action: (What you do and how you do it?)
Sales, distribution and selling system
Manage and ensure the compliance (full, on time, accurate) of selling and reporting system (MCP, DMS...) used by the sales team and distributors.
Work closely with RTM on route optimization on monthly basic to enhance the quality and efficiency of the route
Train, coach and do field visit to develop USM, DSR to higher level
Support RSM by providing inputs from the Area for the RSM to prepare monthly sales forecast and trade promotion plan.
Ensure the sales team and distributors to comply with Kimberly- Clark Viet Nam working process and policy.
Propose and execute aligned action plans on distributors’ capability, including review of distributor’s finance and P&L, ROI to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency and reduce risk to Kimberly Clark.
Lead alignment of annual & quarterly business plans and sales & distribution fundamental targets with distributors in the Area.
Ensure excellent execution in the Area including basic sales execution, promotion… by review and tracking of both back office and in- field execution.
Support RSM to allocate annually and quarterly sales and distribution target to the sales team and distributors
Support & discuss to RSM to develop a sales, distribution and trade plan to achieve the targets that is aligned with the company, Region’s objectives and strategy for the area that he is responsible for.
Review and approve weekly and monthly working and travelling plan of USM and manage their traveling expenses
Set up and manage the Area distribution system including appointing and allocating territory to distributors, sales force, retailers, selling routes, delivery team & means…that follows the national,region sales and distribution strategy, model and guidelines.
Consolidate & manage distributors orders, account receivables and coordinate with customer service staff, finance controller and sales team on daily, weekly and monthly basis
Proactively provide feedback, analysis and consultancy and propose opportunities / challenges about sales, distribution and trade marketing strategy/policy to upper level
Expected End Result (Why you do it?)
Best service is provided to the distributors/ retailers and maintain a strong and long- term partnership
Right products are sold to the right customers at the right time
Achieve or exceed sales, share and distribution targets set for the Area.
All issues or business potentials are timely solved or escalated to higher levels
All KCV policies and requirements are executed to standards
Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)
Achieve target of DSO and AR overdue, ROI
Achieve sales fundamentals target: outlet coverage, Active outlet, invoice/DSR/day; SKU/invoice, MSL
Average distributors inventory is within the standard
Achieve sales target of the year: both primary and secondary sales target
Achieve target of distribution for each sub- brand
DMS system meets standard
Market development, Trade marketing, new products launching
Major Action: (What you do and how you do it?)
Allocate and manage the trade marketing spending and tools (display, POSM…) to each distributor in the Area including creating and maintaining tracking and reporting system.
Ensure the sales team and distributors to have excellent execution of all trade marketing programs, product launchings in the Area: POSM, customers’ activation, displays…
Prepare analysis of trade marketing investment vs. sales growth in the Area; provide marketing function with information, data and feedback to build trade marketing plans, launching plans and give recommendation to marketing function and upper level.
Coordinate data and input for category forecast to support RSM to develop promotion plans.
Analysis the monthly performance by distributor, province and together with RTM to give out the suggestion, solution to improve the effectiveness and efficiency, productivity of the team, area.
Expected End Result (Why you do it?)
Build success model at every province, city with 01 distributor as good example for other to learn and apply
All promotion plans are effectively planned and executed
Meet and exceed all launches’ KPIs in the Area
Ways to Measure Accomplishment
- Achieve distribution target by sub- brands
- Achieve KPIs and target for merchandising and POSMs in the market, KPIs
- Achieve all KPIs for new products launch
- Improve all KPIs of fundamental in area by distributor, USM
Major Action: (What you do and how you do it?)
People management/organization development
Develop USM/DSR to their full potential through Performance Management coaching, appropriate training and education, goal setting and career development.
Support RSM to identify talent people within his area for appropriate development plan
Coordinate with RTM team to build up and execute training plan for team
Build and lead strong winning culture and stable organisation in Area
Provide training and coaching to USM as well as DSRs
Review Development Plan and anytime feedback for further development of each member
Expected End Result (Why you do it?)
- 100% completion with required standards of a Career Development Plan (CDP) for all subordinates.
- 100% completion with required standards of Global Performance Plan (GPP) for each subordinate.
- High winning spirit, motivation and retention of skilled and talented team.
Ways to Measure Accomplishment (How you can tell you have done it? Consider how you will measure and differentiate employee performance during the annual review?)
- Improvement in team performance including USM and DSRs
- Completion rate and effective GPP and CDP
- Attrition rate and reason.
- Team winning culture judged by sales leadership team
- Growth and development of team members instigated and supported.
