Bachelor’s degree or higher in Business Administration, Marketing or related fields.
Minimum 8 years of working experience in Distributor Management, Field Sales Management and Sales Capability Development with proven success
Good Understanding of channel structure and opportunities by region
Experience in expanding new business using distribution channels
Strategic thinking and planning with strong commercial acumen and analytical skills
Self-motivated team player with the ability to work independently and sense of ownership
Able to build relationship and collaborate with distributors & sales team and convince all stakeholders to align
Strong interpersonal, communication and influence skills
Able to travel periodically to UPC and working in flexible schedule
Responsibilities
Key ROLES and Responsibilities
Define Route-to-Market Strategy and Solutions
In-depth understanding of market/region landscape and route-to-market structure.
Develop route-to-market strategy and solutions to grow Glico product portfolios in TT market and drive Glico sustainable growth and profitability.
Understand and analyze in distributor P&L including price value chain and able to recommend and improve profitability via all business activities in the fields.
Provide guidance and solutions to improve sales fundamentals and in-call execution
Lead business development initiatives and feasibility for new segments/channel and develop the key growth plan.
Develop selling process with specific approach by different areas/regions.
Lead Distributor Development and Management
Create and develop distributor networking and relationship across existing distributors and recruit right partners in strategic locations with compelling business proposal.
Develop business standard requirements (cash flow, organization, infrastructure and market expertise) to meet route-to-market strategy.
Set up distributor remuneration and right KPIs to drive business satisfaction and ensure that sales structure and P&L are up-to-date and competitive as market situation.
Drive and monitor distributor performance assessment and ROI to improve distributor capabilities and operation efficiency.
Improve the efficiency and and effectiveness of the Route-to-Market models and Glico Distributors’s Satisfaction and understanding the gaps between strategic intents and execution and balancing cost-to-serve and margin generation.
Drive Distributor & People Capabilty
Lead and drive strong distributor capability and sales engagement by field sales coaching and recognition programs.
Work with Head of TT and ASM to study, pilot and/or implement activites to develop field-based sales team and drive solutions to improve sales capability and salesforce effectiveness.
Analyze and evaluate training needs/gaps on an on-going basis to keep training current, effective and result driven.
Develop an induction program for new distributors/salesmen.
Build loyalty and be proud to become a part of Glico Family.
Skills
Marketing
Business administration
Sales
Distributors
Capability Development
Functions
Sales
Job Overview
Job Type:
Full-Time
Company
Glico
8 active jobs
Industry:
Other
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