Channel partner development & management

·          Implement and keep track marketing and rebate programs to motivate channel partners & achieve business objectives.

·          Work closely with dormant resellers/master dealers/modern trade/online channel to reactivate.

·          Identify potential reseller needs and interests

·          Analyse channel partners’ sales and industry trends and make appropriate recommendations on strategies to improve/enhance sales.

·          Work with product managers to manage channel partners’ price discount or sales promotion support requests.

·          Active engagement of top 20% resellers/master dealers/modern trade/online channel to increase depth of sales.

·          Achieve sales targets & other marketing objectives. Motivated channel partners.

·          Revival of dormant resellers/master dealers’ sales.

·          Effectively communicate benefits and opportunities available to meet needs and interests.

·          Long-range planning needs are met.  Sales recovery and sales over-achievement.

·          Timely response to channel partners’ request.

·          Top of mindshare.  Increased sales.

Delivery of sales reports

·          Update record of each Sales Staff’s sales activities reports and progress

·          Update record of all Retail Sales main clients and sales development activities with Dealers/SI

·          An effective report for efficient sales and customer relationship management delivered

·          Report submission tracking: Weekly Attendance Report

Planning and implementing the overall Distribution

   Channel Strategy

·          Monitor the implementation of the distribution channel strategy, considering the following factors to drive growth

a)      Company's  Overall Product Portfolio

b)     Strategic importance and priorities of certain product categories

c)      Company's  business model

d)     Competitor’s situation

e)      Company's  available resources (includes staff headcount)

·          Report to management on the implementation of the distribution strategy

·          Achieved Sales Target set for the EAP-R against the overall regional target

·          Report submission tracking:

a)      Sell-Thorough & Inventory Report – Monthly

b)     Competitors Tracking Report – Weekly

KEY RESULT AREAS (KRA)

MAJOR ACTIVITIES

OUTCOME

Monitoring and tracking of individual sales team activities  

·          Monitor sales activities report submitted on a weekly basis

·          Feedback to individual sales staff on direction taken by them

·          Build effective customer relationship management

·          Sales activities reports created

·          Increased understanding of sales direction to be undertaken by individual sales staff

·          High level of customer service and customer satisfaction maintained

Planning of yearly sales activities and strategies  

·          Plan sales strategies and activities to drive sales target

·          Identify the right strategy to drive business activities

·          Yearly sales strategy planned and communicated

·          Report tracking submission: Sales Report- Monthly

Identification of key business opportunities in the retail sales industry      

·          Identify buying and spending trends of large corporate & government customers to accurately forecast business revenue

·          Identify budget plan for delivery of services to corporate & government customers

·          Updated knowledge on the movements of key clients within the corporate & government industry for accurate identification of repeat order opportunities

·          Maintained smooth delivery of quality service of corporate & government customers for increased customer retention