POSITION SNAPSHOT

Location: North & Northeast region
Company: Nestlé
Business Unit/Division: Grocery Sales (Nestlé Professional area)
Full-time
Bachelor's degree in Marketing, Business Administration or related field; with at least 2 years experience in Regional Sales Manager position or 4 yrs of experience in Area Sales Manager position.
Have driving license

A DAY IN THE LIFE...

• Manage Sales Force (food service) and Distributors in the assigned region to achieve commercial objectives, including sales target, distribution, merchandising, etc.

• Actively participate within ICP process, support definition of Field Sales Strategy to implement Channel Strategy and Customer Plan

• Allocate and cascade the regional sales target to each salesperson on an individual basis.

• Ensure good performance of the sales force in field operations in terms of sell-out, distribution, product merchandising and sales call effectiveness and productivity

• Follow-up the sales figures against the set sales target on daily and monthly bases; provide recommendation for necessary actions.

• Periodically conduct a business plan and review with customers.

• Conduct regional sales promotion activities within the assigned budget.

• Monitor POP implementation by salesforce to ensure that it is in line with the commercial plans (Brand/Channel/Customer Strategies) mainly via meeting, market visit, auditing, etc.

• Design the territory plan and monitor route and itinerary efficiency for sales force in the assigned region.

• Perform distributor management including recruitment, selection, manage and review, and termination together with Account Manager and Channel Development Team.

• Manage, allocate and monitor TTS spending according to the regional budget.

• Manage smooth regional office operations

• Check and approve field sales incentives to ensure correctness and eligibility.

• Reinforce the effective and efficient field sales execution to deliver the Field Management Best Practices (FMBP).

• Ensure prompt payment from customers and take necessary actions to minimize bad debts.

• Collaborate with peer RSMs to share best practices within Field Sales, Distributor Management etc., liaise with cross functional teams to drive regional Field Sales related initiatives.

• Ensure full compliance to WHO-Code, Nestlé policies and Instructions and local legislation in the context of delivering objectives by self/entire Team.

• Perform people development role for the specific region through Performance Management, providing input for career planning and development, and on-the-job coaching for field sales force.

ARE YOU A FIT?

• Bachelor's degree in Marketing, Business Administration or related field; with at least 2 years experience in Regional Sales Manager position or 4 yrs of experience in Area Sales Manager position.

• Understand all sales functions i.e. Trade Marketing, Customer, Field Sales

• Strong experience in Team and Field Sales Management, Distributor Management Best Practice, Market Intelligence and Channel/Shopper Trends

• Good knowledge of channel structure and opportunities in the region