REPORTS TO: Regional Sales Manager
LOCATION: Nha Trang và các tỉnh lân cận như Phú Yên, Đắk Lắk, Lâm Đồng, Ninh Thuận,...
DIVISION OR DEPARTMENT: Anchor Food Professionals
Purpose of the Position
The Vietnam Foodservice Business is identified as one key pillars of growth for Fonterra Brands Vietnam with the expectation to grow volume and value in the next 3 years.. Hence, this position is critical to generate revenue and profit for the business unit by selling Anchor Food Professionals product (ie Butter, Cheese, Cream, Cream Cheese & Milk) to foodservice outlets like 5- star hotels, Bakeries, restaurants, beverage houses and others.
The responsibilities included:
• To provide input on sales forecast from customers, manage customer complaints and find every opportunity to increase the dairy penetration per customer/ or be ahead of competition to increase the number of new customers.
• Work with distributors to assure they are capable to provide customers with satisfied services (logistics, supply consistency, stock on hands & credit terms).
• Deliver the assigned sales target by products/ category (Volume, value)
• Using the right sales tool to provide the right solution/value added services to our customer including dairy product knowledge and its application in all foodservice operations that can incorporate dairy products.
Job Description
Sales Execution:
• Monitoring on own daily/ weekly sales run rate to ensure that it is on track vs assigned target.
• Maximising market potential via effective Route to Market (RTM) to achieve targeted distribution in width (geographical expansion) and depth (share of wallet in dairy category, increase PRC).
• Introduce new products and implement any promotional programmes from the Channel Team
Sales Capability
• Negotiate with customer on the best pricing to drive profitable growth (GM$) for each of the category.
• Learn how to use the sales tool that was provided to enable solution selling and capture customer insights as much as possible for account development.
• Plan daily/ weekly/ monthly work accordingly by route (pre- call/ call plan), follow the sales discipline
• Continuously make an effort to improve product knowledge through the training programme and work closely with Line Manager on personal development.
Sales Operation:
• Responsible for completion of monthly sales report (ie working plan, competitor information, potential customers).
• Gather timely accurate market information and analyse all relevant customer/market data across the various market segments in a Foodservice database
People Management & building sales capability:
• Manage sales team daily routines to assure the sales disciplines are in place
• Manage & motivate sales staff through a proper development plan to ensure they deliver their best.
• Recruit, train and coach sales team on solution selling and how to use the sales tool properly
Major Challenges:
• Understanding & application on product technical knowledge to convince customers who have switched to competitor brands due to dis- satisfaction with our services to become our customers again.
• Managing pricing volatility of our product vs competitor
Health & Safety Accountabilities – Manager/Supervisor
• A manager will lead and participate in Health and Safety activities such as Health & Safety walkarounds, hazard identification and risk assessment processes in line with Company procedures and processes.
• Share vision for health and safety, set clear objectives and involve the team in improving performance
• Understand business and the risks that need to be controlled for everyone to get home safe and well every day
• When a team member is injured, the manager will be required to manage in conjunction with our insurers the injury management, compensation and return to work processes.
• The manager will participate fully in the Health & Safety improvement process.
• The manager will co- operate fully in any injury management process to ensure full participation in the workforce after cleared fit for duties by a registered medical practitioner.
• The manager will identify and report all hazards and incidents.
• Demonstrate behaviours that support a health and safety culture i.e. asking questions about health and safety, reviewing and sharing health and safety performance, sharing learning and celebrating success
• Integrate health and safety into day- to- day business plans and activities and provide resources for people, systems and equipment
• A manager will report and manage the outcomes of any incident.
• A manager will comply with responsibilities as detailed in the Health & Safety management system.
Food Safety and Quality Accountabilities
• The employee will be familiar with and comply with all aspects of Fonterra’s food quality systems, policies and processes.
• The employee will identify and report all food safety and/or food quality hazards or breaches.
• The employee will report any instance of suspected and/or confirmed contagious/infectious diseases, which has the potential to implicate food safety, including any instance of vomiting, diarrhoea, or blood borne infections. This includes, but is not limited to, any local regulatory requirements. .
