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