As the Senior Sales Manager, you will be responsible for delivering double-digit sales and profit growth through successful management of existing distributors / markets and opening new markets within SEA
Regular Duties:
Distributors Management
· Develop strategy and 3-year plan for each country- including marketing activities and NPD
· Develop and conduct JBP with distributors, setting pace for monthly review
· Develop KPIs for each distributor and conduct regular analysis of distributors performance based on evaluation grid and KPIs
· Motivate, challenge and support existing distributors to maximize sales and profit growth
· Identify, recommend and appoint new distributors in greenfield areas
· Manage effectively business transfers from one distributor to another one as required
· Set and control pricing, with the approval from Finance
· Recommend, initiate and oversee launches of new brands/new SKUs, with the assistance of the international marketing department
· Assist where appropriate in the launches to distributor Key Account teams and sales forces.
Business Development
· Build new business in key markets by identifying and appointing the best distribution partners
· Maximize the sales of C&D’ s global brand portfolio
· Motivate and stimulate distributors to deliver sales and profit targets.
· Monitor in-market sales, distributor stock levels as well as sales to distributor and take necessary action to realise budget.
· Understand sales and brand performance in market to further drive profitable sales growth.
Marketing
· Develop and implement marketing plans and activity calendar in collaboration with the APAC Marketing Team and the distributors.
· Work with the International and local Brand Managers to ensure the marketing activities are in line with the brand strategy/positioning.
· Ensure planning and timelines are aligned between distributors and Marketing, meeting company process requirement
· Working with Distributors to realise successful implementation of agreed activity calendar and NPD (in line with P&L and marketing objectives).
· Ensure the funded marketing activity is approved with ROI KPIs and properly recorded in trackers with documented evidence.
· Proactively keep C&D management and marketing informed of relevant market intelligence.
Financial
· Manage all aspects of Region P&L including the marketing investment
· Prepare Profit forecast per territory, partner and brand in a timely fashion including gross sales, trade allowances and marketing expenditure
· Prepare yearly Sales and A&P Budgets per distributor, with Quarterly Reviews, for the approval of the APAC Director.
· Monitor and control profitability of the markets, and report monthly on performance against sales and profit targets.
· Allocate, manage and control marketing budgets, build and maintain trackers of all expenditures, ensure that all expenditure is within budget and comply with finance standards..
Logistics
· Input monthly demand forecasting into the demand planning sheet, including orders and forward forecasts.
· Liaise with International Customer Service, and Logistics when appropriate, to ensure that customers’ orders are fulfilled on time.
SPECIAL RELATIONSHIPS
· Maintain - Build a trusting- a good working relationship with all distributors
· Internal departments Marketing, Finance, Regulatory, Demand Planning and Supply-chain departments.
EDUCATION ANDPRIOR WORK EXPERIENCE REQUIRED
· Bachelor’s degree in Business or equivalent.
· Good experience and understanding of the CPG or consumer health market
· Track record in international experience building businesses in the Region
· At least 6-8 years Sales, Marketing and Account Management experience in the FMCG, or OTC sector
· Strong commercial acumen in understanding value chain analysis, P&L and ROI for trade spend.
· Excellent, negotiation, communication and presentation skills
· Demonstrable record of progress and achievement
· Proven ability to develop new territories in the Region
· Fluency in written and spoken English. Additional Asian language skills a plus.
· Excellent command of MS office program
SUCCESS FACTORS:
· Team player with an International mindset
· A hunter for business, hungry for success, a go getter, achiever
· Drive and the enthusiasm to build the business and compete with the top players in the industry
· Willing and able to travel up to 40%.
· Self-starter and determined
· Ability to complete projects and get things done on time
· Accountable
· Ability to develop very good relationships (internal and external)
· Ideally based in Singapore with appropriate documents allowing unrestricted travel in the region
