外围销售岗位职责

助理销售经理,湖北外围SalesForecast,BudgetandObjectives

•Developandmanageoperativelyweeklyrollingsalesforecastsfortheassigneddistrict

•Ensuresinlinewithbusinessobjectivesthepropermanagementofbudget(reachtargetsontradespending,returns,profits)

Customerplansandsalesdevelopment

•Detectandproposebusinessdevelopmentandgrowthopportunities,ensurequantityandqualitydevelopmentintheassigneddistrict(BusinessBlocksKPIs)

•Properlydistributeresources(human,financial,POSM,etc.)formosteffectiveROI

Negotiation

•Presents,negotiateandsignagreedbudgetwithdistributorsifany(Defineandcommunicateobjectivesandpolicytocustomers)

FieldManagement

•Defineswithdistributorthelevelofserviceexpected(businessmodel,dedicatedvssharedsalesforce,KPIsetc)andmonitortheactualoutcome

•EnsureapplicationofnationalandlocalKAagreements

•Ensureachievementofthedistrictsalestargets(BuildingBlocksKPIs)

•Proposesalesforcestructure–dedicatedvssharedsalesforceetc.,location,headcount

•Managedistributorsandwholesalers,ensurepayment,followupcreditsandassuretheinformationflowfromdistributorsonsalesandexpenses

Planningandcontrol

•Plansdailyandweeklyroutingandensuresconformitybysalesrepresentatives

•Monitorsfieldactivitiesperformanceandaccomplishmentofsalesconditions,agreementsandrelevantBBKPIs

•Ensurestockmanagementandcontrol,proposeactionstoresolveover-stocks,out-ofstocks

•Ensurethatallagreedreportsareprovidedtimelyandaccurately-fromdistributor,fromthesalesforce(instorescorecard)andensureaccuracy,up&downwithKAM(actualsonstocksandsales,freshness,otherregionalreports,reportsfrompromoters)

MarketingandTradeMarketing

•Implementbrandstrategies,achievequalitativeandquantitativeobjectivessetbymarketing,reportonopportunities,obstacles

•EnsureimplementationofTMactivities,activeandproperin-storeactivitiesexecution

•Isresponsibleforcontrol:visibility,positioningofPOSMandtakesmeasurestoexecutetrademarketingactivitiesiftheyarenotinplace

•MakesproposalsonnewtypesofPOSMandin-storeactivitiestoRegionalTMSupervisor

•ControlworkofPromoter(duringmarketvisit)–presence,presentationetc.ReportonissuestoRegionalTradeMarketingSupervisor.

ManagingHumanResources

•DefinesalestargetstofieldteamforthestructuremanagedbySKU,controlresults

•Regularlyevaluateperformanceofthestructureassignedthroughjointvisitsandmarketvisits:evaluateachievementoftheBBKPIs,effectcoachingandmotivatesubordinates

•Participateinrecruitmentandselectionaccordingtothejobdescriptionsandcompanyvalues

•Trainnewcomersonmerchandising,salesskills,Trademarketingexecution,explainsalesprinciplesandcommercialpolicy,communicatenewproducts,newprojects,promoetc.

Othertasksassignedbylinemanagerorcompany

SalesForecast,BudgetandObjectives

•Developandmanageoperativelyweeklyrollingsalesforecastsfortheassigneddistrict

•Ensuresinlinewithbusinessobjectivesthepropermanagementofbudget(reachtargetsontradespending,returns,profits)

Customerplansandsalesdevelopment

•Detectandproposebusinessdevelopmentandgrowthopportunities,ensurequantityandqualitydevelopmentintheassigneddistrict(BusinessBlocksKPIs)

•Properlydistributeresources(human,financial,POSM,etc.)formosteffectiveROI

Negotiation

•Presents,negotiateandsignagreedbudgetwithdistributorsifany(Defineandcommunicateobjectivesandpolicytocustomers)

FieldManagement

•Defineswithdistributorthelevelofserviceexpected(businessmodel,dedicatedvssharedsalesforce,KPIsetc)andmonitortheactualoutcome

•EnsureapplicationofnationalandlocalKAagreements

•Ensureachievementofthedistrictsalestargets(BuildingBlocksKPIs)

•Proposesalesforcestructure–dedicatedvssharedsalesforceetc.,location,headcount

•Managedistributorsandwholesalers,ensurepayment,followupcreditsandassuretheinformationflowfromdistributorsonsalesandexpenses

Planningandcontrol

•Plansdailyandweeklyroutingandensuresconformitybysalesrepresentatives

•Monitorsfieldactivitiesperformanceandaccomplishmentofsalesconditions,agreementsandrelevantBBKPIs

•Ensurestockmanagementandcontrol,proposeactionstoresolveover-stocks,out-ofstocks

•Ensurethatallagreedreportsareprovidedtimelyandaccurately-fromdistributor,fromthesalesforce(instorescorecard)andensureaccuracy,up&downwithKAM(actualsonstocksandsales,freshness,otherregionalreports,reportsfrompromoters)

MarketingandTradeMarketing

•Implementbrandstrategies,achievequalitativeandquantitativeobjectivessetbymarketing,reportonopportunities,obstacles

•EnsureimplementationofTMactivities,activeandproperin-storeactivitiesexecution

•Isresponsibleforcontrol:visibility,positioningofPOSMandtakesmeasurestoexecutetrademarketingactivitiesiftheyarenotinplace

•MakesproposalsonnewtypesofPOSMandin-storeactivitiestoRegionalTMSupervisor

•ControlworkofPromoter(duringmarketvisit)–presence,presentationetc.ReportonissuestoRegionalTradeMarketingSupervisor.

ManagingHumanResources

•DefinesalestargetstofieldteamforthestructuremanagedbySKU,controlresults

•Regularlyevaluateperformanceofthestructureassignedthroughjointvisitsandmarketvisits:evaluateachievementoftheBBKPIs,effectcoachingandmotivatesubordinates

•Participateinrecruitmentandselectionaccordingtothejobdescriptionsandcompanyvalues

•Trainnewcomersonmerchandising,salesskills,Trademarketingexecution,explainsalesprinciplesandcommercialpolicy,communicatenewproducts,newprojects,promoetc.

Othertasksassignedbylinemanagerorcompany