Objective
Execution of sales direction in secondary sales through control and monitoring of Market, Distributor, productivity and people.
Reporting to RSM.
Pre-requisite: Open for relocation to any Region in Indonesia
Key Responsibilities
1.Business Performance Management
- Manage and achieve secondary sales targets in assigned areas through weekly tracking and monitoring.
- Develop and execute detailed sales operational plans, ensuring the implementation of fundamental salesmanship in the field.
2.Trade Partner Management
- Manage individual trade partners, including local supermarkets, wholesalers, and retailers, alongside the distributor's team.
- Define joint visits and regular meetings with key customers to ensure top Pareto customers/channels meet sales targets and distributors consistently achieve secondary sales targets.
3.Sales Performance Monitoring and Coaching
- Monitor daily KPIs and sales scorecards, updating data packs and reviewing sales plans regularly.
- Provide coaching and feedback to promote ongoing improvement among the sales team, ensuring salesman productivity by daily briefing, guiding, coaching, and driving their performance to achieve set targets.
4.Operational Control and Product Availability
- Ensure product availability and visibility through daily sales reports (DSRs) and joint visits.
- Develop action plans to address issues and improve product availability and visibility, reviewing salesman itineraries and productivity monthly on PJP (Permanent Journey Plan).
5.Revenue Management and Forecasting
- Regularly check daily sales reports (DSRs) and verify stock availability and visibility at key customers and channels.
- Develop action plans to address issues and improve product availability and visibility.
6. Ensure salesman productivity by daily briefing, guiding, coaching, and driving their performance to achieve set target.
- Oversee accounts receivable from distributors, including collection, and manage distributor claims.
- Create sales forecasts for primary and secondary sales targets to be discussed with distributors,
- Ensuring on-time implementation and data submission and activities/promotions are implemented as per schedule.
