Job Description

Executive recruitment company Monroe Consulting Group Indonesia is recruiting on behalf of one of the world’s leading multinational consumer goods companies. Our highly respected client is seeking sales professional, preferably with experience in a consumer goods company focusing on the tobacco industry, for the job of Regional Manager. The Job is based in Jakarta, Indonesia

Key job responsibilities will include:

  • Manage the sales of the full range of company’s brands.
  • Manage the implementation of agreed sales promotion activities and ensuring that appropriate cost benefit analysis is under taken.
  • Establish and update detail analysis of sales customer and competitor activities.
  • Lead, direct and manage divisional consumer and retail trade sales Group (Sales Rep. Team Leader, Sales Promotion Executives)
  • Work with trade marketing and distribution Development group to develop retail sales and Promotion plan
  • Responsible for the delivery of annual results, including but not limited to, Sales Volume & Value, market share, effective budget management (ROI & ROCE), service level, credit & account profitability etc.
  • Responsible for entire distributor management process: distributor selection-appointment- evaluation –termination processes; distributor business planning & business review processes; distributor resources planning processes; distributor’s people capability and development
  • Provide strategic directions to the Distributor Management/Field Sales team, which include distributor development, investment & activation and Supply & Operation, to deliver the annual results for the region.
  • Define and set long term objectives for distributors and develop strategies to support distributors to achieve these objectives.
  • Propose the right route-to-market (RTM) model or propose necessary changes to RTM for the region assigned, and define the coverage strategy to reach the priority segments/clusters of outlets with cost-to-serve evaluated.
  • Planning and review the region sales structure needed, including resource allocation, service & support requirement and service frequency, for region assigned; influence distributor to implement accordingly.
  • Lead the process to determine and prioritise distributor strategies & tactics through joint business planning, including the operation plans to deliver annual joint performance scorecard with distributor.
  • Implement in-store marketing strategies (What to Play) and in-store marketing mix (How to Win), audit for compliance to achieve Perfect Store objectives.
  • Implement trade pricing and promotion according to principles and guidelines defined by trade marketing.
  • Implement credit and collection policies as per company’s guidelines.
  • Manage short to mid-term forecast of the anticipated sell-in requirements, create and manage gap closing tactics when required.
  • Understand, develop and deploy distributor supply chain to meet customer service level standards.
  • Understand distributor profitability and drivers and ensure long term strategy is properly financed.
  • Ensure distributor meets working capital requirements for own and Fonterra.
  • Manage region trade investment within budget, including trade terms and trading terms and products returns from distributors and trade/retailers.
  • Deploy GT management frameworks, tool and processes to ensure consistent implementation 
  • Create a high performance team including distributor sales force by managing and retaining talent.
  • Managing all trade and GT related issues arising from the partnership with distributors and customers timely and effectively.
  • Lead to foster multi-function engagement with distributor for joint customer value proposition.
  • Foster multi-function engagement with distributor for joint customer value proposition.

Job Requirements: 

  • Degree from reputable university, Master’s preferred 
  • At least 7 years’ experience in sales operation
  • Strong strategic sales leadership track record with at least 6-8 years of success in the well-established FMCG environment, Distributor Management experience is preferred
  • Experience working in dairy industry preferred
  • Sales focused and business minded
  • Strong execution and follow through ability
  • Ability to think strategically and implement vision/direction across teams
  • Outstanding organisational skills and interpersonal/communication skills
  • Strong leadership skills, able to lead internal multi-functional team members and work closely with external business partners to achieve results.
  • Strong tenacity and the drive to succeed.
  • Strong analytical skills.
  • Consistent track record in leading and managing a team.
  • E
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