Area Sales Manager

Job Purpose/Overview:

The Area Sales Manager is responsible for developing and managing the partnership between Mars and a group of customers (namely the retail and sub-distributors) through close collaboration with appointed distributor organization (management and sales team) in an assigned geography in order to deliver net sales, volume, distribution, MAC and market share targets.

Key Responsibilities:

The Area Sales Manager plays an integral role in driving consumer demand by:

Customer Relationship

• Directing activities of assigned sales representatives/executives in building relationships with key contacts (e.g., buyers, store managers) and providing customers with objective and trustworthy analysis of their business in order to ensure that accounts carry an excellent portfolio of Mars products that receive optimal exposure at the retail store level.
• Proactively understanding the customer's needs and developing business solutions to meet Mars and customer requirements.
• Conducting regular business reviews and follow-up on sales activity, new products, customer service, receivables, and claims.
• Interpreting sales reports to identify problems and new opportunities for Mars and the customer(s).
• Maximize account P&L and effective ROI in promotions.

Sales Planning and Management

• Working with the sales representatives/executives to identify risks and opportunities and develop account plans that profitably increase sales volume, distribution and market share.
• Joint-Presenting and selling programs with our distributor to the customer at regional and/or store level.
• Conducting listing & sales joint-negotiations at store level leveraging help from distributor organization’s KAM resource (if any). (does not include HQ at Central)
• Working through distributor management team on logistics matters to plan, analyze, and forecast customer(s) needs, to follow up on orders to ensure on time and complete delivery, and to prioritize customer requirements when product is unavailable.
• Working with distributor ownership and management on Sell In and Sell Out to manage required inventory covers.
• Drives the quarterly business reviews and the periodic Sales Ops (Cycle meeting, Sales Ops) meetings.
• Providing customer and shopper insights to drive incremental growth opportunities.
• Monitoring activity at store level and communicating competitive, category, and product (e.g., pricing, product assortment, and placement) information impacting sales results to customer marketing and sales management so that they can proactively respond with new strategies and tactics.
• Working with customer marketing to develop in-store promotions and activities and ensuring that these activities (e.g., displays, POSM, pricing, space/planogram) are in compliance with plans and are successfully executed.
• Tracking of all Lead Metrics and taking action to improve performance of distributor.

Team Leadership & Development

• Support development of distributor sales team through coaching in field where applicable.
• Ensuring that the distributor provides the field sales team the tools, skills and expertise to deliver results.
• Driving alignment of goals and objectives between distributors, functions and the different branch team members.
• Providing regular communication and analysis of results to distributor senior management and field sales team for improvement.
• Allocating resources (people/financial) to ensure alignment with business plan.

Trade Development

• Define framework for business plan development by region/region and follow up implementation on these plans.
• Analyze Region/Region Distribution patterns and ensure guidance and assistance to selected distributors in order to develop effective coverage of the market thus contributing to MARS Philippines business objectives.
• Ensure implementation of appropriate customer service standards and facilitate training and development of trade in the region of distribution, inventory management and profitability, in order to position MARS as the preferred business partner. Focus on: Relationship with Marketing/Trade Marketing; Relationship and engagement with distributor and retail trade to maximize MARS sales; Promote MARS trade marketing activities to Point of Sales; Excellence in National Consumer Promotion executions; Excellence in promotion effectiveness analysis; Trade education; Space and display management; Segmentation.

Merchandising Strategy

• Implement merchandising strategy and coverage principles. In line with Marketing plan, portfolio strategy and specific brand plans, devise and agree branding plan in order to ensure that communication at point of sales builds, grows and protects brand equity with the trade and consumers.
• In line with MARS Philippines strategy, ensure achievement of region/region availability and visibility targets with effective communication of those to the distributors and its sales force in order to gain understanding and commitment.

Market Intelligence and Reporting

• Monitor and feedback all relevant market information in order to maintain comprehensive knowledge of the circumstances which supports business decisions. Contribute to development of the scope and ensure implementation of retail and wholesale census in order to establish full knowledge of distribution channels and trade universe. Ensure that market information and field force reporting procedures are properly carried out and that results are analyzed in order to provide continuous, up-to-date feedback to management and organization on market trends in sales and availability as well as competitor activities.
• Based on the gathered information, monitor key sales indicators and benchmark those against targets. Initiate specific region analysis of sales and distribution issues in order to properly address them in Region business development activities. Focus on: Census update; Prepare and use Key Sales Indicators / Benchmark; Use analysis of information to improve results.

Policies and Procedures

• Follow MARS policies and procedures and ensure adherence to them throughout the organization. Contribute to development of relevant policies and procedures. Maintain awareness and ensure compliance with safety and security procedures within the team.

Job Specifications/Qualifications:

• Relevant university education – Bachelor’s degree.
• Minimum 3-5 years’ experience in sales. Retail Experience / knowledge, preferably in FMCG.
• Functional knowledge (e.g. General Trade and/or Modern Trade experience).
• Experience managing South Mindanao business.
• Distributor management experience.
• Product knowledge.
• Sales strategy.
• Have valid driver’s license.
• Willing to travel.
• Willing to be placed in Davao.