مدیر ارشد کانال خرده فروشی

Job Description

POSITION SUMMARY

Ensure full implementation of field sales plans & business development plans for all distributors in retail & wholesale to deliver sustainable channel growth within his / her region.


A DAY IN THE LIFE …

• Responsible for Distributors TPS & IMS sales performance across the country.
• Strengthen distribution performance & coverage expansion across the country.
• Coordinate with Chanel Category Development Managers (CDT) to ensure local/Country wise promotions are consistent with Area/Category objectives and successfully implemented in the trade & monitor ROI & ISE.
• Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with Business Objectives.
• Plan, manage and optimize the trade investment for each distributor.
• Responsible for maintaining an up-to-date Annual Business Plan for each distributor.
• Responsible for check the forecasting sales volumes for Area/Region (Part of Monthly Business Planning Cycle (MBPC) Process).
• Lead & mentor Regional/Area sales Manager & field Team to build a high-performance team
• Develop and manage long-term effective business relationship with distributors.
• Continuous route to market optimization and seeking new business opportunities.
• Ensure collection and financial reconciliation is made in line with Nestlé set payment terms for his/her area/unit/channel.
• Accountable and responsible for the development of sales team via regular on-the-job training and field appraisals.
• Business development by penetrating new stores and exploring new business opportunity.
• Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-Milk substitutes and Nestlé Instructions and local country codes. Ensure as well compliance with Nestlé’s strictest requirements that Nestlé marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity.





Requirements:

1- More than 10 years’ experience in FMCG sales
2- At least 5 years’ experience in regional sales management
3- Excellent English Fluency
4- Leadership:
• Proven experience building high-performance sales teams.
• Ability to coach, challenge, and upgrade team capabilities and performance standards.

5- Data Driven Decision Making:
• Makes decisions based on insights and facts.
• Uses data and analytics to identify growth opportunities and gaps.

6- Negotiation & Influence:
• Demonstrated success leading complex negotiations with distributors or key customers.
• Ability to influence senior external partners and gain alignment in difficult situations.
• Ability to gain commitment and drive decisions through influence rather than authority.

7- Strategic Thinking:
• Ability to translate market insights into clear channel strategy and action plans.
• Experience driving change and improving existing sales models.
• Comfortable working in ambiguity and taking initiative beyond defined responsibilities.