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Wholesales Executive

  • Da Nang
  • Experienced (Non - Manager)
  • Permanent
  • 2 - 5 Years
  • Negotiable
  • Retail / Wholesale
  • 28/02/2018

Job Benefit

  • Insurance
  • Travel opportunities
  • Incentive bonus
  • Health checkup
  • Training & Development
  • Salary review

Job Description

PURPOSE OF THE JOB
• Manage, execute and monitor sales activities via channel partners in
designated territory, to achieve key objectives, related to coverage,
distribution & availability, product visibility, sales volumes, market
share and overall VPM business goals.
• Build and leverage territory understanding by collecting and
analysing relevant market and partner information to identify business
opportunties within territory; and to propose initiatives to address
those opportunities.
• Maximize sales, distribution and visibility of VPM brands in covered
wholesale universe and flawlessly execute Wholesale / POS related
programs within budget allocation.
• To be responsible for the assigned wholesale customers, establish
and maintain effective, professional relations with the wholesale
trade to make VPM the preferred partner over time
• Manage Team(s) Micro Distributor Salesman (MDS) , placed under the
selected WHS Partner, this to penetrate underlying Sub Wholesalers and
selected POS’s to reach required LAS


DIMENSIONS
• Total Employees under your overall supervision: Theoretically, one
WHS Executive position will be responsible for 6 MDS, placed in a
universe of 4 to 6 WHS Partners.
• Target list of brands / SKU’s will be communicated per appointed /
targeted (S)WHS
• Allocation of budget / volume will be confirmed after position in
place. Working territory could be split over more than 1 Province(s).

ACCOUNTABILITIES
TERRITORY MANAGEMENT:
- Build in-depth territory understanding by conducting regular routed
market visits in assigned territories
- Conduct In-call Mission during planned visits (wholesalers &
sub-distributors) to monitor market situation, sales performance and
other KSIs
- Deploy trade census as required and ensure timely completion and a
high standard of quality and accuracy
- Perform regular analysis of customer information gathered and
propose action plans to address business opportunities and/or threats.
- Design optimum coverage of wholesale outlets for self in assigned
territory to maximize impact of investment in their outlets.
- Design optimum coverage of Sub-Wholesale and Key POS’s for
allocated MDS in assigned territory to maximize impact of investment
in their outlets
- Monitor territory performance and provide regular reports/updates to
supervisor
- Monitor emergence of new wholesale customers, track performance of
existing ones and update route plans to maximize coverage efficiency

PRODUCT VISIBILITY / PPOSM PLACEMENT
• Execute product visibility, P/TPOSM placement and other cycle
activities in covered Wholesale outlets in accordance with
Merchandising Guidelines to ensure effective brand communication in
covered wholesalers and MDS covered POS’s + (S)WHS

SALES & DISTRIBUTION
• Achieve sales objectives of total VPM portfolio towards the assigned
wholesaler according to the agreed plan
• Create and maintain daily/weekly/monthly sales plans in order to
achieve the monthly volume targets
• Introduce any New VPM brand(s) to the assigned wholesalers and
ensure that its distribution and handling is achieved
• Support Supervisor in preparation of sales forecasts for assigned
customers in order to achieve sales and stock targets
• Coordinate shipment and logistic of deliveries within assigned
territory with appointed LSP / EZD.
• Maximize availability and minimize OOS of VPM portfolio in the
assigned wholesalers, and MDS covered (S)WHS as well POS expansion
outlets
• Ensure optimal VPM portfolio stock level (based on Sell-through
requirements) at all territory levels to maximize distribution and
sell-out to LAS
• Conduct regular random market audits to measure performance against
KSIs of each territory

BUILD PARTNERSHIP WITH CUSTOMERS
- Develop and maintain good professional relationships with relevant
sales operations personnel of SDs and appointed wholesalers within
territory to establish partner profiles and enhance business
cooperation
- Closely manage channel partners to drive sales & brand growth within
assigned territory

TRADE ENGAGEMENT & BUSINESS BUILDING ACTIVITIES
- Proactively propose relevant business building activities for
territory or customers based on territory analysis to supervisor\
- Deploy approved wholesale and/ or retail programs and monitor
execution quality of channel partners
- During market visits, engage with retailers to impart product
knowledge and information relevant to business building objectives

MARKET INTELLEGENCE:
• Accurately collect required data on product flow, sales performance,
pricing, and stock level. Update complete business information in
customer database, report all in call mission activities and market
specified information.
• Accurately collect all relevant information from the wholesaler
concerning prices and sales figures. Based on this data, plan and
propose sales objectives for wholesaler in coordination with his
supervisor
• Where allocated; ensure proper maintenance and protection of the
electronic devices provided by the company as well confidentiality on
database / figures / plans.
• Report other TMO activities in order to tweak / adapt our programs
swiftly

MANAGEMENT & DEVELOPMENT OF MICRO DISTRIBUTION SALES (MDS) TEAM:
- Plan working schedule in a way of prioritizing support of sales team
field execution via process of coaching and training on the job on a
monthly basis
- Assess team and individual performance to Identify the gap and
provide the respective improvement plan individually
- Understand people in the team to utilize the strengths by putting
the right person in the right position
- Motivate and appraise people' performance appropriately together
with create a disciplinary working attitude in order to have a fair
working environment among sales team members
- Build up morale, teamwork and competitive working spirit
- Control and maintain the stability of manpower
- Ensure employees are held accountable on company's compliance policy
and practices.

MAJOR CHALLENGES
• Selected WHS partners shall purchase VPM products through / from
proposed partners with a margin which might be temporarily less
attractive vs. other channels / locations they buy from at the moment
of Activation. However, incentives proposed by achieving set KPI’s
should result in longer term beneficial gains for these WHS with the
goal to let them stop purchasing from other channels / territories
• Sell-through from WHS to SWHS and covered POS’s needs close
monitoring to avoid slippage cross-territory, avoiding collector
schemes and other disturbing practices.
• Allocated geography might require re-allocation from current posting
location. Read full Job Descriptions

 

Job Requirement

-Bachelor Degree
-Minimum 2 years of experience in Field Sales
-Familiarity with Sales operations, interpretation of Key Sales
Indicators, ability to process, manipulate and analyse large amounts
of data preferred.

Additional skills:
Technical skills - Proficient in MS Office (Excel, PowerPoint & Word)
Strong interpersonal skills and customer service orientation.
Ability to interface across functions and with internal and external
parties.

 

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