National Sales Manager Foodservices

Job Description :

Our client is an multinational FMCG company specializing in food.

Reports to: Business Manager – Foodservices

Main Purpose & Objectives
• Lead and manage the Foodservices Division Sales Operations function.
• Put in place strong sales strategies to deliver Foodservices Division 3 Year Plan and Annual Budget volume, value and EBIT targets.
• Build the sales operations and customer service capability of the Foodservices Area Managers, Distributors and Distribution sales teams to achieve FFS AIME Best practice levels.

Role Accountabilities & Challenges
Strategy and Planning
• Develop sales operations and customer service strategies to meet the Business Unit’s 3 year Plan sales growth objectives.
• Prepare annual sales budgets by channels and accounts.
• Establish customer service standard KPI’s and manage development execution.

Financial Performance
• Achieve or exceed 3 Year Plan and Annual Budget volume, revenue and EBIT targets.
• Implement sales plans within budget and on time, co-ordinating the resources of the organisation to achieve approved objectives.
• Monitor and report performance against annual sales budget by channels and accounts, and undertake post implementation reviews
• Apply a balanced scorecard approach and achieve agreed KPI’s
• Manage outstanding debtors to acceptable levels

Sales and Operations Planning
• Lead the Foodservices division SMAP process.
• Improve forecast accuracy by channel and account to ensure inventory holdings are maintained within target levels.
• Improve the sales forecasting system including ensuring adequate sales intelligence is gathered and analysed for inclusion in the SMAP.
• Approve monthly SMAP submitted to Supply Chain.

Pricing
• Propose national pricing levels for Key Account and General Trade tiers to the Business Manager that return target GM%.
• Implement approved pricing to Distributors and Key Accounts.
• Negotiate Key Account price/volume contracts.

Management of Distributors
• Assessment and recommendation of suitable distributors to develop new sales channels and geographies.
• Proposal of Distributor and sales team KPI’s and incentive structure.
• Put in place distributor sales operations and customer service guidelines (Distributor Agreements and Sales Operations Manual) to develop their capability up to Foodservices AIME best practice levels to ensure we are perceived by customers as providing the No.1 in Dairy Foodservices Customer Service levels in Vietnam.

Foodservice Sales Best Practice Champion
• Recruit, train, field coach and manage the Foodservice sales team to AIME best practice standards.
• Being an effective member of the Sales Best Practice network locally and globally.

Execution of Channel Plans
• Work closely with Channel Managers to develop effective Channel Plans.
• Manage sales resource and operational planning to ensure effective sales execution of the Channel Plans.

MAJOR CHALLENGES
• Developing family run distributors up to FS AIME Best Practice customer service levels.
• Managing sales staff with a wide range of abilities.
• Improving Sales Forecast Accuracy to required KPI
• Preparing an annual sales plan in line with company growth aspiration

Please submit your updated CV to [email protected] or directly contact Ms. Kim Cương at (08) 3910 1126 - ext 113