Job Overview

PSR Sales Manager leads, oversees, and directs the sales team to ensure sales targets are achieved through building of effective sales teams done via coaching, mentoring, training and at the same time motivating and building team engagement. This role ensures strong distributor management capability, optimal market coverage, and consistent execution of sales strategies. This role also maximizes the growth and profitability of Pet Specialty Retail Channel to contribute to total RCID business.

Job Responsibilities

Defines sales direction and ensures appropriate coaching and support is in place to meet the targets; Ensures these are met through consistent delivery of Net Sales Value (NSV) and Days Sales Outstanding (DSO); Tracks sales on weekly (daily when necessary) basis and adjusts action plan to maintain performance.
Defines the targets and business objectives of the sales team on a periodic basis.
Evaluates direct reports periodic sales performance and SFE (Sales Force Efficiency) metrics; refines sales strategies accordingly. Spends time coaching and developing direct reports in the field by role modelling Perfect Visit standards; builds the team's selling and negotiation capabilities.
Engages and motivates the sales team by appropriate team activities, sales challenges and regular one on one communication; Facilitates team's continuous development by customizing individual development plan and providing opportunity to do what they do best.
Build productive, collaborative relationships with key customers to increase sales growth through category development and excellence in execution. Leads Joint Business Plan and conducts quarterly business reviews to support the business goals.
Consolidates brand and product knowledge needs from the team to ensure a proper training plan is developed by Scientific Communication Manager and monitors the progress of executions at customers.
Analyzes each BDM's territory's potential and seeks for new sales opportunities to meet the target of account coverage rate, distribution rate and active account rate.
Liaises with all internal stakeholders including Supply Chain Manager, Finance Manager and collaborates with different Pillar Heads.
Analyzes achievement of objectives (operations & financial) for all major activities by performing pre- and post-evaluations. Acts on findings.
Utilizes marketing tools and technical resources to differentiate the Royal Canin to increase market share; Ensures excellence in execution.
Ensures self and team compliance of company policies and practices (e.g. Travel Policy, BDM investment, trade terms etc.).
Manage and develop relationships with assigned distributors to ensure strong business partnership.

Job Qualifications

Minimum of Bachelor's Degree; Graduate degree is a plus.
Excellent verbal and written communication and interpersonal skills.
Relevant functional experience. At least 3 years Consumer Product Goods based experience in team management and 5 years in sales positions.
Strong sales background, can work in a highly competitive and dynamic environment. Knowledge / Experience
Excellent verbal and written communication and interpersonal skills.
Proven experience in managing distributors and channel partners.
Strong understanding of route-to-market and distributor operations
Relevant functional experience.
Strong commercial and business acumen, strong selling and negotiation skills.
An interest in pets / nutrition would be a plus;
Possess valid driver's license. Willing to travel.

PSR Regional Sales Manager (East)

Regional Sales Leader for Process Industries