Regional Sales Manager

4 days ago

San Fernando, Central Luzon, Philippines Isla Petroleum & Gas Corporation Full time ₱1,500,000 - ₱2,500,000 per year

Job Purpose:

  • Manages the B2B Sales team (including Direct Sales operations)
  • Manages, develops, retains, and builds loyalty for B2B customers.
  • Portfolio of indicators for Bulk and Commercial NADS.

Principal Accountabilities:

  • Responsible for the B2B sales team's compliance with business principles, health, safety security, and environment standards, business controls / assurance standards.
  • Responsible for business results: volume, market share, margin, days of sales outstanding, operating expenses.
  • In line with business unit directions, develops and executes sales strategy.
  • Aligned to national marketing strategy, proposes and executes marketing plan.
  • Manages/analyses/monitors profitability of B2B customers (including debt/credit issues).
  • Ensures proper management and development of an Indicator portfolio, including loyalty scheme for existing indicators and for recruitment of new ones.
  • Responsible for selection, realignment, or termination of channel partners.
  • Ensures latitude management and negotiates with customers in strict compliance with the maximum commercial conditions defined by the company.
  • Proposes and implements price strategies.
  • Develops and maintains relationships with key accounts and channel partners.
  • Provides frontline management guidance to filling plant operations executives via visible management commitment visits on HSSE, operational efficiency, business controls and assurance.
  • Coordinates with functional managers to reduce total cost.
  • Builds overall team capability by ensuring "right person in right job with right tools"
  • Leads, coaches and motivates direct reports to achieve their business goals. Ensures systematic network planning, channel management, and area development.
  • Responsible for development of group members' individual competencies.

Key Challenges:

  • To build and maintain respectable and collaborative relationships at all levels of the organization in order to best meet organizational objectives and ensure operational effectiveness.
  • Achieving market share leadership.
  • Increasing volume in each zone in well-above break-even levels to ensure an attractive and sustainable business for ILC and its channel partners.
  • Planning and implementing significant business changes within short timeline and under extreme competitive pressure.
  • Planning and executing channel transformation towards "fewer, bigger, better" channel partners.
  • Rolling out more efficient single-layer channel distribution models.
  • Improving controls, processes, and ways of working for the sales team.
  • Developing a high-performance sales team with external-focused culture.

Qualifications:

  • Minimum 10 years combined marketing and channel management experience.
  • Proven track record of delivering business results.
  • Ability to plan and execute channel transformation.
  • Ability to develop and execute business development strategy.
  • Team leadership skills.
  • High Personal Effectiveness, able to command respect without direct authority.
  • Ability to work independently with minimum supervision and support.
  • Working knowledge of plant operations, logistics and finance.
  • Prior experience in FMCG channel / distribution management strongly preferred.
  • Demonstrated enterprise first mindset and actions.

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