Key Responsibilities:
- Monitor and achieve own and sales team targets for both new and existing Distributors and be accountable for the overall team performance.
- Financial performance indicators: Volume, Revenue, Gross Margin, Credit DSO and Controllable Costs.
- Sales Productivity performance indicators: Pipeline Strength, Target Delivered, Indirect Channel Efficiency, Revenue and Gross Margin per Sales Account Manager.
- Ensure that Marketing plan and RTM strategy are converted into goals, objectives and planned activities among the team.
- Monitor and challenge performance delivery using GPA and MYR process and manage individuals' performance on a regularly basis
- Ensure that all distributor interactions are properly logged and updated in the appropriate tool (Business Plan, review meetings, action plans, etc.).
- Act as business consultant to efficiently manage relations with the Distributors and to audit/improve financial performance ratios.
- Link business plans to external alignment and share division.
- Review and identify distributor capabilities and develop actions on gap closure Check Financial ratios and performance of Distributors for network sustainability and loyalty and risk control efficiency
- Lead by example. Ensure the team operates within the Manual of Authority and the Standard Offer Book.
- Ensure that sales teams meet the required competencies profile by ongoing field assessment, training, coaching, best practices sharing and Panel activities.
- Ensure that Distributors recruit, develop, motivate and retain a sales force that delivers sustainable performance and provides appropriate support.
- Develop and maintain a high level of relationship and partnership with all Distributors owners by on-going team working activities.
- Ensure Internal alignment between Sales, Marketing and RTM team, understanding of roles and accountabilities, getting adequate supports from the team and developing fit-for-purpose implementation programs.
- Develop and maintain good working relationships and processes with all Support Functions to assist sales in resolving complex issues and improve distributor satisfaction, entrepreneurship and loyalty.
- Work with Marketing assess business performance, Strategy, CVPs, Price Management and Customer Offer book and take appropriate action to improve performance.
- Bachelor’s degree required or equivalent experience
- Significant Sales experience, with proven success in developing profitable business.
- Strong interpersonal skills and able to build constructive relationship with customers and distributors.
- Strong Customer focus, preferably with Key Accounts and Distributors
- Channel Management, Finance, Operations and / or Business knowledge very much preferred
- Able to speak Mandarin at business level fluency
- Open to be relocated to all cities in Indonesia
PersolKelly