Sales Manager

Responsibilities

• Drive the achievement of Sell Out, Reach, Range, and Execution objectives for the assigned territory through the management and development of distributor sales operations and deployment of merchandising teams.
• Lead the distributor sales leadership team in the creation of the annual territory business plan. Facilitate the development of operational plans to achieve reach, range, and distribution objectives.
• Achieve execution and quality sales standards by leading the distributor sales leadership team and consistently driving Level 2 operations review to identify specific action plans to address key gaps & opportunities.
• Drive profitable growth for distributor key customers by modelling and coaching the ABC Way of Selling and leading excellent execution, in support of distributor customer management teams.
• Support the development of Category and Channel Plans by providing feedback and insight on execution and commercial issues/opportunities.
• Drive the development of the distributor sales operations through training and coaching on Territory Development and In-Call Execution with distributor sales team leaders.
• Prioritise markets and determine market entry strategies for new regions and new and existing product portfolios.
• Collect and analyze market data to drive growth and develop markets.
• Develop an understanding of current and future market trends that may impact ABC sales.
• Assign sales territories and set and enforce sales goals with distributors.
• Ensure revenue targets of distributors are achieved within the responsible territories.
• Establish and lead regular meetings and conference calls with distributors.
• Train distributors to ensure continual improvement in capability, knowledge, customer service, performance, and profitability.
• Ensure distributors are equipped with the necessary sales skills to represent ABC through coaching individuals in the field and personally observing the performance of distributors.
• Assist distributors with client training as required.
• Implement new sales strategies and techniques with the distributors.
• Establish and enforce pricing and discount policies.
• Prepare and execute annual reviews of distributors.
• Monitor lead pipelines.
• Develop an accurate and realistic annual budget plan and monitor performance to budget.
• Develop and execute monthly and quarterly reports in a timely and efficient manner.
• Prepare monthly sales forecasts for the upcoming three to six months.
• Develop and maintain relationships with key customers in each territory, whilst facilitating ongoing product training and support.
• Provide regular written and oral presentations.
• Attend trade exhibitions.
• Establish and maintain effective working relationships with distributors and other members of the ABC team.
• Significant domestic travel is required.

KNOWLEDGE, SKILLS AND ABILITIES REQUIRED:

• Must be based in BACOLOD or ILOILO and familiar with the region.
• Minimum 3 years of experience in trade marketing, sales, distributor management, or account management.
• Have strong knowledge of the market, industry, competitors, and customers.
• Excellent communication, presentation, negotiation, and interpersonal skills are necessary.
• Creative thinking and problem-solving skills are also important for this role.
• Able to lead and motivate a team and work cross-functionally with other departments.
• You have prior experience in all Sales & Marketing aspects & distribution
• You have strong communication & interpersonal skills
• You have strong analytical skills and are comfortable dealing with numerical data

• Bachelor's degree in Marketing, Business, Business Administration, Education, Management, Economics, Communications, Graduate, Business/Management or similar field
• Has Driver’s License and can drive is a plus
• Having a car is a plus

• Minimum 3-5 years of work-related experience with at least 3 years experience in handling distributors/distributor’s management.
• Ability to work effectively under pressure.