Sales Operations Head

Job Overview

The Modern Trade business in the Philippines constitutes a significant portion of overall operations, with ongoing efforts to substantially expand the Perfect Store footprint. The focus is on activating the 6P's of Perfect Store. The associate will manage a sizable team of field staff and supervisors distributed across the country.

This role involves driving and executing growth strategies tailored to specific regions, translating broader business objectives into actionable plans, and leveraging local market opportunities to enhance both physical and mental availability of products.

Job Responsibilities

Planning:

• Set, monitor and deliver key business and S&D objectives at period, quarter and Annual levels.
• Develop the markets by using a judicious mix of tools available to drive Physical and Mental availability.
• Deploy and/or create "person neutral" systems, processes and Ways of Working which lead to a fundamentally solid Sales Engine in his/her specific geography.
• Influence Key stakeholders such as LM, Sales Operations, CDL, Marketing and Regional Category teams of Retailers to align and garner necessary support to meet growth ambitions in the mid to long term.
• Engage with Regional chains to develop & grow business by formulating category and portfolio specific plans.
• Maximize throughputs of trade spends (as per agreed norms) and ensure delivery of In Store Visibility and execution as per MARS standards leveraging tools available.

Execution:

• Deployment & Execution of period, quarterly and Annual business Plans.
• Deployment and execution of all promotions and BTL activations planned by the National Key account team.
• Driving the team of TSIs, Merchandisers and Promoters to deliver the picture of success in the Modern Grocery outlets formats being covered by the Modern Trade, CVS, Drug Store, Gascon Channels.
• Driving for all Initiatives planned in the geography towards category management, Additional Visibility elements, multi-site and cross-category placement of products or any other Initiative drive planned by the National Team.

Key Account Management:

• The MT Ops will handle the regional Chains that may exist in their region and conduct Key Account management function for those set of chains.
• The incumbent will also be responsible for engaging with the regional teams of National Chains to develop and execute local level activations by coordinating with the Customers' category teams and MW's CDL Account managers.
• Key account management role would mean engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning and driving for Desired market Shares.
• The Role would require engaging in Data Analytics and derive insights to be applied in driving business with the Regional Chains.

People Function:

• Lead, Monitor, Motivate and drive performance by leverage selling tools and incentive programs as designed by the company.
• Coach team on the Mars Sales & Distribution system and drive desired productivity levels.
• Implement structured training interventions as per agreed calendar to continuously up skill TSI/Promoter & Merchandiser team.
• Recruit desired numbers of FSA's/KAE's/Promoters and Merchandisers of targeted profiles within specific timelines.
• Drive adherence and usage of SFA tools to track and build information and actionable outputs to improve in-store execution standards.

Administration:

• Conduct Period meetings as per agreed norms to monitor performance levels across cities, SO, Distributors and Brands.
• Ensure efficient backend administration by way of claim submissions, expense statements, account reconciliations and signoffs etc.
• In conjunction with LM, ensure a higher level of forecast accuracy on a period level and align with regional Supply chain teams to ensure efficient service levels for customers.
• The role requires to be present outside the headquarters for 10 to 12 days per period.

Job Specifications

• Bachelors or MBA degree.
• Modern Trade experience for at least 8 years including Operations Management.
• Leadership Role as previous experience.
• Desirable experience in Channel Management, Direct Sales, Exposure to cold chain operations, New Business Development, Route to market development, Team handling.
• Experienced in working with multi-functional teams in sales, marketing and logistics domain (direct/indirect sales, sales development, key accounts, marketing, logistics).