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Sales Manager

Sales Manager

  • Location Indonesia - Central - Jakarta
  • Travel required Yes - up to 25%
  • Job category Sales Group
  • Relocation available No
  • Job type Professionals
  • Job code 125345BR
  • Experience level Intermediate
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Job summary

Reporting to the Managing Director, the Sales Manager is

Responsible for managing an indirect sales team and external distributors and key accounts to achieve all sales objectives vs. plan by maintaining and growing sales of products and services in assigned territories through distribution channels, as well as assisting in the development and implementation of short- and long-term growth strategies and account retention programmes for key accounts. The Sales Manager is responsible for all matters pertaining to sales.

Key responsibilities:

  • Distributor Profitability
    • Understand elements and dynamics of working capital and how it will impact ROI, also on the P&L and able to identify opportunities to make it better
    • Understand the major costs of operations in distributor
    • Able to identify opportunity to improve revenue and to develop projected profitability scenario for distributors from sales and distribution plan
  • Distributor Sales Representatives Operation:
    • Understand various roles and key activities of distributors' sales representatives
    • Understand to KPI for sales reps and how to feed this into sound and logical productivity model
    • Posses knowledge on system-based monitoring system: its implementation on the field and its usage to improve sales reps productivity
  • Category/ Products Development & Management
    • Understand the position of products in the market, to identify business potentials for more profitable volume
    • Understand key concept on market measurement: market size, market share, in store share, numeric distribution, weighted distribution
    • Understand the decision behind customer purchase at the points of purchase (margin calculation, velocity of inventory), to identify and formulate better communication to the customers
  • Territory Management
    • Understand the concept of 'universe outlet' and aware of the status on his current business
    • Understands the process to measure/ calculate business potential in any given territories
  • Distributor Operation Management
    • Understand key process on managing customer order to delivery
    • Understand the implementation of Credit Limit and repayment to principal, and critical activities to manage credit risk in distributor
  • Distributor Business Plan & Review
    • Able to perform SWOT/ TOWS analysis in distributors' territories, to develop sound business plan for distributors
    • Able to perform data analysis that leads to identification of Source of growth for distributor business
    • Able to define impact of capacity plan and other operational improvement plan to distributor's Financial projection
  • Sales Planning
    • Understand basics for effective sales planning: defining baseline, exploring sources of growth, identification of operational risks, salesman productivity modelling, brand performance analysis, trade activation impact analysis
    • Understand capacity review - distributor/ business partner financial and infrastructure capacity
  • Managing the Team
    • Understand the KPI applied for internal team, and the drivers that are critical to the achievement
    • Understand on how to use Sales report and analysis, and how to formulate action for improvement for internal team
    • Understand the techniques on how to give performance feedback as well as formulating action plan with internal team
  • At least 10 years of experience at multinational companies
  • At least 8 years experience in B2C/ GT (General Trade) and/ or MT (Modern Trade, Key Account Mgt)
  • Responsibility/ KPI: sales volume, distribution of products and active customers
  • Working with distributors or any subsidiaries that sell products to points of purchase for the end users more than 5 years
  • Performed jobs as sales managers responsible for managing more than five distributors/ subsidiaries
  • Managing at least two sales managers or sales supervisors at the organization
  • Managing at least 1,000 customers or points of purchase (served via distributors or subsidiaries)

Refer to JD

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