Sales Supervisor, Traditional Trade - FMCG

JOB SUMMARY:

The Sales Supervisor for Traditional Trade – will directly report to the General Trade Manager and will be in charge of managing and coaching a team of field sales in a given area or Region. 

Sales Supervisor for TT is primarily responsible for leading field sales execution, distributor management, territory development, and achieving sales targets across multiple stores, groceries, wholesalers, public markets, and other traditional trade outlets.

RESPONSIBILITIES:

Sales & Volume Achievement

• Deliver monthly, quarterly, and annual sales targets.


• Monitor primary and secondary sales performance.


• Identify opportunities to increase sales volume and market share.


• Develop action plans to close sales gaps and achieve territory objectives.

Territory and Distribution Expansion

• Expand numeric and weighted distribution coverage.


• Identify and open new retail outlets, wholesalers, and key traditional trade customers.


• Increase penetration in underserved territories.


• Ensure availability of priority SKUs in all targeted outlets.

Field Sales Team Management

• Lead, coach, and develop Sales Representatives, Distributor Sales Representatives (DSRs), Merchandisers, and Promoters. 


• Conduct regular field coaching and joint market visits.


• Set daily, weekly, and monthly objectives.


• Monitor productivity and route compliance.


• Evaluate team performance and implement development plans

Execution Excellence

• Ensure proper product visibility and merchandising.


• Monitor planogram and display compliance.


• Implement promotional activities and trade programs.


• Ensure correct pricing and promotional execution at store level.


• Drive superior shelf presence versus competition

Customer Relationship Management

• Build strong relationships with wholesalers, retailers, and key traditional trade accounts.


• Resolve customer issues and service concerns.


• Negotiate display opportunities and promotional placements.


• Strengthen customer loyalty and partnership

Key Performance Indicators / Key Figures

Sales

• Sales Volume


• Net Sales Growth

Distribution

• Numeric Distribution


• Weighted Distribution

Execution 

• Availability


• Visibility


• Merchandising Compliance

Productivity

• Calls per day


• Productive calls / Strike Rate


• Outlet Coverage

Knowledge, Skills, Competencies

• Distributor Management


• General Trade Specialist who knows the terrain


• Commercial Negotiation & Joint Business Planning (JBP)


• Forecasting & Sales Analysis


• Customer Relationship Management


• Problem Solving & Decision Making


• Communication & Presentation Skills


• Microsoft Excel & PowerPoint


• Drive for Results and Ownership

Previous / Professional Experience:

• Minimum 3-5 years of FMCG sales, preferably General Trade experience.


• Experience in managing distributors and field-sales teams


• Strong track record in commercial negotiations and customer development.


• Experience working with distributor-led business models.


• Demonstrated success in delivering sales growth and profitability targets.

Education & Additional Requirements:

Education

• Bachelor's Degree in Business Administration, Marketing, Economics, Sales or a related discipline.

Languages

• Fluent Filipino and English (written and spoken).

Additional Requirements

• Based in Area of Assignment


• Willingness to travel regularly in the area assigned


• Strong analytical, communication and presentation skills.


• Proficiency in Microsoft Office applications.


• Experience working within multicultural and cross-functional environments.

BIC World is an Equal Opportunity Employer. We strongly commit to hiring people with different backgrounds and experiences to help us build better products, make better decisions, and better serve our customers. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, veteran status, disability status, or similar characteristics. All employment is decided based on qualifications, merit, and business need.

BIC World is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any team member at BIC via email, or directly to a BIC team member in any form without a valid written search agreement in place for that position will be deemed the sole property of BIC, and no fee will be paid in the event the candidate is hired by BIC as a result of the referral or through other means.