JOB SUMMARY
To define route-to-market strategy and distributors remuneration scheme & KPIs for Glico product portfolios and support Sales GM and Head of TT to provide guidance and assess distributor performance (Business and Financial KPIs/people capability) to improve P&L's effectiveness and develop distributor capability. Also, identify business opportunity and initiatives for new segments/channels and leading the business feasibility.
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 activities 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/salesman.
- Build loyalty and be proud to become a part of Glico Family.
Qualification and EXPERIENCES REQUIREMENTs:
- 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
