about the company.
A Multinational foreign company, with a history of a few decades. The company is known as one of the largest food and beverage specialist. Following recent changes in the company's senior leadership and subsequent realignments of the organizational structure and strategic direction, the individual formerly in this role has been promoted internally, resulting in this position being open for external candidates.
about the team.
You will directly report to the National Sales Director, and lead the east region team of total 135 people. This is a traditional sales team structure and need a strategic and people leader to guide them.
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about the job.
Distributor Management & Development:
Identify, evaluate, and onboard new distributors within the East Region to fill strategic gaps and enhance market coverage.
Build and nurture strong, long-term relationships with key distributor principals and their sales teams.
Establish clear performance metrics and conduct regular business reviews with distributors to ensure alignment with company objectives and address performance gaps.
Develop joint business plans with key distributors, outlining sales targets, marketing support, training needs, and operational requirements.
Implement distributor incentive programs and provide necessary training and resources to maximize their effectiveness.
Resolve conflicts and challenges within the distributor network efficiently and effectively.
Route-to-Market Optimization:
Analyze existing distribution channels and routes to identify inefficiencies and opportunities for improvement.
Design and implement optimal route-to-market strategies tailored to the specific dynamics of different sub-regions and customer segments within the East Region.
Evaluate the effectiveness of various distribution models (e.g., direct sales, multi-tier distribution, e-commerce) and recommend adjustments.
Ensure seamless coordination between sales, logistics, and operations to support the chosen route-to-market strategy.
Channel and Region Penetration:
Develop and execute strategies to increase brand presence and sales volume across key supermarket channels within the East Region.
Identify untapped markets and customer segments within the region and develop targeted penetration plans.
Work closely with the marketing team to develop region-specific marketing and promotional activities that drive demand and support penetration efforts.
Monitor market trends, competitor activities, and consumer behavior to adapt strategies accordingly.
Ensure sales teams are equipped with the necessary tools, training, and market intelligence to effectively penetrate channels and territories.
Sales Leadership & Performance:
Develop and manage the regional sales budget and resource allocation.
Set challenging yet achievable sales targets for the region and individual team members.
Lead, mentor, and develop the East Region sales team, fostering a high-performance culture.
Monitor sales performance against targets, analyze variances, and implement corrective actions as needed.
Prepare regular reports on regional sales performance, market trends, and competitive landscape for senior management.
skills and experience required.
Experience:
10 years of progressive sales leadership experience, with a significant portion focused on distributor management and regional sales growth.
Proven track record of successfully developing and executing route-to-market strategies.
Demonstrated ability to achieve and exceed sales targets in a competitive market.
Experience managing and leading a dispersed sales team.
Experience within the F&B or FMCG sector is highly preferred.
Skills:
Exceptional leadership, coaching, and team-building skills.
Strong strategic thinking and analytical abilities, with proficiency in sales forecasting and data analysis.
Excellent negotiation, communication, and interpersonal skills.
Proven ability to build and maintain strong relationships with external partners (distributors, key accounts).
In-depth understanding of sales processes, channel dynamics, and market trends in the East Region.
Proficiency in CRM software and Microsoft Office Suite.
Education:
