Territory Field Sales Manager is responsible to lead Merchandising Team to develop perfect store standards in National Key Accounts, Local Key Accounts and Gas Station Supermarkets in responsible region. The Territory Field Sales Manager will be directly reporting to National Field Sales Manager.
Business Planning
Develop and execute Field Sales Business plan for the assigned territory.
Manage the Field Sales Team’s KPI’s and the Field Sales Agency’s KPI’s (if relevant).
Ensure the achievement of defined KPI targets: store coverage, distribution, additional store placements, cashier coolers, macro space Perfect Store, etc.
Promotional execution – ensure desired promotions are in place and running from the first day.
Drive NPD performance in the field by delivering shopper-focused execution and visibility.
Track customer-specific KPIs in collaboration with the Key Account Manager and translate them into clear field targets and execution priorities.
Field Tools & Data Management
Ensure that the Field Team have all relevant information to perform their function.
Ensure that all relevant Field Sales Tools are being correctly used and collate feedback on all gaps that current tools do not fill.
Ensure correct input of audit data by the team and use audit reports to help develop the Field Team where necessary.
Team Management & Coaching
Ensure the Field Team understand their individual job roles and are carrying them out in line with agreed working practices. This includes that of the Field Sales Agency if necessary.
Train and develop the team so that each team member’s contribution and potential is maximised through the global Field Sales Training Curriculum.
Regularly coach the team in field with joint store visits.
Ensure the team follow the regular check-in intervals (mid-year, end of year, compensation planning).
Relationship Building
Establish and maintain a dynamic and inclusive team environment that encourages positive attitude, team interaction and creativity.
Interface with other departments within the company, acting as the communication point for the Field Sales Team within the defined territory.
Foster strong inter-department relationships by working in an internally wired way.
3 years’ experience in FMCG sector.
Valid driving license.
Leadership, motivation, and team skills.
Clear understanding of the market’s sales & distribution, competitor activity as well as consumer behavior in FMCG context.
A commitment to people management and development with a proven ability to build and develop talent.
Strong analytical ability and commercial acumen to understand financial statements and market trends.
Excellent Microsoft Office (Word, Excel, PowerPoint, etc.) skills and experience with Field Sales tools.
Very high negotiation and interpersonal skills.
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