Our Client is Global leader in Oil & Gas Industry
This is the global leader Company in Oil & Gas Industry. In order to dedicatedly support their business agenda, they are looking for qualified candidates for the following position.
National Sales Manager
Chemical/Biochemical, Industrial Products, Oil/Gas, Retail/Wholesale, FMCG - Ho Chi Minh
Salary: Competitive Offer Package
The Job
I. Distributor Management
-Develop annual business plan per distributor to ensure delivery of business objectives targets and develop annual sales plan with list of sales activities to be generated incremental volume to meet with annual business plan
- Conduct monthly and quarterly business review with Sales Team Leads and derive necessary corrective actions plan.
- Analyze distributors financial performance in term of pricing, margin, portfolio, inventory, credit and risk.
- Identify and develop sales driving opportunities and prioritize for further actions
- Manage the implementation of marketing initiatives & programs in the country as well as the areas, merchandising, and dealer event with the support from Marketing Team and other supporting functions.
- Identify and recommend effective trade promotion concepts supported by local promo budget and develop promotional plan within budget allocation to be reviewed in regular basic.
- Collect competitor information from the fields which will be a basis for analyzing pricing list, trade promotion, discount scheme to be compared with our programs. Then, to propose ad-hoc promotion properly in order to ensure corrective actions to achieve sales target and to assess the effectiveness of trade promotion to complete review or learning of its overall effectiveness.
- Handle and resolve problems and complaints including channel conflicts, advise dealers on market conditions, wholesale, and end-user accounts.
- Lead or participate in monthly distributor sales team meeting to debrief sales performance and conclude any corrective actions plan.
- Coach and train Sales Team Leads, distributor sales force for competencies to deliver business plan.
- Conduct Company Drill to gain coverage and penetration target then make sure distributor sales representatives to be in place
- Ensure up-to-date products knowledge and selling skills of the distributor sales team.
- Provide sales forecast to ensure sufficient product supply
- Support Company IWS team to develop Company Branded Network
- Ensure HSSE standard of distributor operations.
- Implement SLDP (Company Lubricants Distributor Programs), including MMIS (Management Information System).
- Recruit new channel players and assess their capabilities.
II. Table Stakes HSSE
– Adherence to HSSE policies & standards People
– Robust quality IDPs aligned with leadership attributes and Commercial Competences
- Adherence to Company Business Principles and Anti-Trust Guidelines
Adherence to Standard Offer Book
Treat Confidential information securely
Operate within agreed Authority levels and adhere to MoA and PMF
Complete mandatory training required by Company Compliance Office (e.g. Export Controls/Generally Embargoed Countries) plus Legal Business Briefings
Evidence of Five Behavioral Imperatives (External Focus, Commercial Mind-set, Delivery, Speed, and Simplicity)
III. Sales Basics
- Call Calendaring, Pre-call planning (POPSA), and Post call reports in Sales CRM.
- Days in field per week on customer facing activities
- Account Plan or Distributor/Reseller Business Plan
- Sales CRM
- fully maintained with quality data IV. Pipeline Management
- Productivity Measures
- SPANCOP
- fully maintained with meaningful data
- DRILL
V. Customer Experience
- Demand Forecast Accuracy
- Invoice Accuracy
- CSI
VI. Coaching/WILO/MILO
- Hold regular WILO and MILO sessions (Target = WILO Biweekly, MILO monthly )
- Do regular coaching sessions with each direct report and enter into WIS (Target = 1 Coaching/ICAM/Quarter )
VII. Business Reporting:
- Weekly/Monthly performance review against business objectives
Your Skills and Experience
EDUCATION / TRAINING:
Bachelor in business administration or related field.
PROFESSIONAL / TRADE QUALIFICATION:
- Strong experience in working with distributors, distributors’ P/L.
- Strong experience in growing retail network (CPT)
- Stakeholders management skill is required
COMPETENCIES:
- Strong interpersonal skill.
- Good customer service attitude.
- Excellent communication skills in both Vietnamese and English
EXPERIENCE:
10years Sales & marketing experiences with strong stakeholder management skill, including internal (staffs, cross functions) & external (distributors, suppliers)
COMPUTER PROFICIENCY
Microsoft Office
KEY WORKING RELATIONSHIP
- Internal: All - External: Distributors
Why You'll Love Working Here
- Opportunity to work for professional working environment and Global Industry
- Opened professional and general management training
- Competitive salary and great benefits
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