Sales Manager, Singapore and South Malaysia

As a Sales leader, a key focus of the role is to inspire and uplift the current capability of the field sales team in-line with the regional Salesforce Effectiveness framework. This includes embedding a standardized call process into sales cycle objectives and ensuring its adoption by the field team through co-travel (50-70% time in field) and coaching. This is a new capability development and transformation of sales from transactional to consultative selling, requiring the incumbent to lead the team through change management, set expectations and monitor performance.

Leadership

• A key member of the Malaysia Singapore Cluster Leadership Team

• Active involvement and contribution to leadership of the MYSG business such as strategy development and refinement, business development opportunities, team engagement

• Account owner for selective strategic business accounts.

   

• Lead, inspire and develop direct reports; ensure field sales team performance at a high level to deliver the budgeted business results 

• Develop a high-performance sales team culture, setting high standards, clear communication of expectations and follow-through of behaviours and outcomes 

• Implement and evaluate key account plan execution barriers to meet sales objectives by product portfolio, by customer.

• Provide field insights and competition benchmark for better execution among key account customers. 

• Collaborate cross-functionally with key stakeholders including Key Accounts, Marketing, Professional Services, Supply Chain and Commercial Operations to develop and optimize sales programs, pricing, incentives and policies relating to the optical market

• Lead cross-functional executional projects via working groups forums

• Role model and develop a strong team understanding of CooperVision’s global competencies, culture, products and policies

• Drive team engagement measured through continuous improvement in Gallup Survey Scores 

• Build networks above country to learn via best practice to drive a culture of continuous improvement

Results Focus and Financial Outcomes

• Results focus addressing areas of underperformance, driving areas of opportunity and leveraging areas   performance

• Deliver budgeted financial outcomes; driving sustainable and accretive top-line and bottom-line growth via leadership in channel, customer, and portfolio mix management 

• Prepare and present weekly, monthly, quarterly business reviews for assigned projects

• Drive ASP growth through correct governance of price discounts at practice level in accordance with company discount parameters and contract policies

• Build and monitor budgets and performance to budget

• Analytical and data driven in delivering business objectives.

   

Sales Force Effectiveness 

• Deeply understand company and commercial objectives, short-term and long-term, translating them into structured sales execution in field

• Support system utilization and development, in collaboration of Commercial Operations, to collect high-quality data for close-loop feedback to inform strategy and tactics effectiveness

• Partner with commercial leadership to develop team incentive programs that are aligned with commercial objectives and are equally stretching and motivating

• Ensure territory plans are aligned with business segmentation shape to drive SFE

• Enhance the team for weekly follow -ups (plan, do, check, action) for any variance to the aligned objectives and reasons for any variance.

• Deliver new product launch plans with sustainable execution tracking strategies

• Develop and measure SFE KPIs through partnership with Commercial Operations

• Drive a culture of continuous improvement in SFE throughout the business to deliver ROI for headcount

People Development

• Recruit, develop and retain a high-performance team 

• Establish annual performance goals and objectives for each team member in line with corporate objectives and the cluster strategy and hold them accountable in achieving the results

• Conduct regular infield coaching with team members and identify development opportunities to improve team members commercial capability, sales technique, product knowledge and value-adding tools

• Conduct routine co-travel coaching visits with each team member 

• Lead the development culture in the team; ensuring all members have robust development plans

• Build a culture of empowerment and accountability; call out poor performance / behaviours and manage accordingly

• Complete and present the team talent matrix and a succession for your team as part of CVI’s annual Employee Development Review (EDR) process

Customers

• Develop an extensive knowledge related to the market: competitors, independent optometrists, optical / corporate chains, buying groups and targeted accounts

• Develop channel/customer strategies and customer-centric solutions to develop both CV and Customer’s business

• Adapt holistic tracking methodology for field sales to win store share, influence key decision makers, maintain loyalty, and then implement associated channel plans for each channel / account

• Facilitate business plans deployment to all national key account branches and timely feedback progress

• Ensure customer contact is in accordance with company guidelines using approved resources and programs

Teamwork

• Develop strong working relationships across all relevant teams locally, regionally and globally

• Role model the requirements of a high-performance team across all active teams

• Lead cross-functional team to develop solutions to drive performance and people development across the business

• Deeply work with CMKT / Head of Key Accounts for JBP development

Knowledge, Skills and Abilities:

• Clear and concise communication skills, both verbal and written, and ability to communicate at all levels, including senior executives / board level & business owners

• Strong ability to drive change and hold team members to account across different groups and geographies

• Presents professionally and confidently both internally and externally

• Strong analysis and insight skills 

• Strong planning skills with attention to details

• Solution focused commercial business planning skills 

• Proactive and always looking for fresh new ideas or approaches

• Ability to create strong business networks and relationships

• Ability to move between strategy, action, commercial and clinical
• High level of analytical skills to be able to derive useful insights from raw data and information, availing strategies and approaches that enable acquisition, retention, and enhancement in sales volume
• Excellent understanding of Customer, Business Intelligence, and Industry trends
• The ability to strategize marketing / commercial orientation
• Resolves critical issues and contributes to organizational development. Always look for opportunities to improve by challenging status quo and by being innovative

Work Environment:

• Normal office environment

• Travels extensively to customer accounts

• Occasionally travel for sales workshop and conferences

Experience:

• Minimum 10 to 12 years sales experience across operations, channel management, and trade marketing
• Excellent interpersonal (handle all levels), leadership, written & oral communication skills. Strong analytical skills with ability to be detailed yet strategic
• Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result
• Thorough knowledge and understanding of sales, brand & category applications and principles.
• Strong leadership of team & understanding of people development dynamics
• Strong customer engagement experience across levels & functions
• Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions

Education:

• Bachelor's degree or equivalent