Area Sales Manager
Lead Distributor sales team to unlock growth potential and optimum distribution. Execute against annual plan (incl. RTM, key sales KPIs and distribution/sales targets) within budget in assigned region. Run execution drumbeat and deliver on annual plan and budget, providing report on team progress & sales KPIs to Regional Manager Sales. Manage, coach and train sales executives and distributor staff to grow capabilities and reach sales targets.
What we ask
• Bachelor's Degree or higher in Business Administration or related field.
• Minimum 5 years’ of proven experience of leading, cascading of Fighting Unit strategy into data-driven Customer and Channel plan for General Trade. External Relationships Distributor; stakeholders for GT business development
Specific Requirements Skills
• Passion to WIN
• Agility skills; mental, people, result
• Entrepreneurial spirit with strong leadership skills, result-oriented, self-motivated, and pragmatic.
• Data driven with strong analytical & problem solving
• Good presentation and negotiation skills.
• Has demonstrated the ability to work in a team setting and has contributed to the achievement of a team's success.
• Must be able to communicate clearly and concisely both verbal and in writing with all levels within all business functions.
• Able to work under pressure and business dynamic.
• Good Command of both Thai and English in speaking, reading, and writing.
• Computer proficiency in Microsoft Offices and presentation tools.
• Established skills in building route to market
• Strong collaboration with cross functional team
Main KPI’s
• Net Sales
• Distribution
• Spending ( trading term, discount, SG&A)
• Perfect store , SFE
Other Special Requirements
- Attitudes Positive, Fighting spirit, Opportunity seeker, friendly, cooperative, Result oriented with
- well process management, enjoy working under challenging situation.
What we offer
FrieslandCampina Thailand is the affiliate of Royal FrieslandCampina and has been here since 1967. We produce and sell variety of dairy products under brand name Foremost, Ship, Falcon, My Boy, and Debic. The extensive product range of quality products includes UHT milk, yoghurt drinks, condensed milk, and whipping cream. We believe our current and future success depends largely on the quality of our employees. For this reason, Foremost wants to offer an attractive, challenging and inspiring working environment where employees are encouraged to develop themselves both professional and personally.
Vacancy description
• Align and integrate with Trade promotion plan from Marketing and Channel & Category strategy from CCD
team.
• Translate into annual execution plan with detailed budget and operational plan (incl. Sales KPIs, RTM
Business Development program). Run execution drumbeat and deliver on annual plan and budget.
• Drive customer preference to grow business through constructive partnering and JBP with new and existing
customers, leading fact-based negotiations to create Win-win trade terms (incl. promo, discounts, rebates),
engaging in joint business planning and deploying efficient service agreement
• Develop and sharpen customer business contribution to align with our company strategy and customer
expectation.
• Win with relevant portfolio: (1) Creating Hero SKU focused ‘Must sell list’ for assigned channel/region
(differentiated per region if needed); (2) Optimizing assortment (OBPPC) for all customers (3) Collect pack
insights and learnings from field and closely monitor competitor products (launches) and customer demand to
drive barrier-breaking renovation, innovation, and market development.
• Drive physical availability by executing Consumer and Channel Activation plans and leading Perfect Store
program in assigned Region: (1) Set distribution targets (prioritizing Hero SKUs); (2) Build Perfect Visibility by
implementing Consumer Activation Plan, including Perfect Store KPIs in sales incentive scheme (3) Run effective
consumer & customer promotions, in line with CCD and Marketing guidelines.
• Closely monitor key KPIs ( GT Business Development) & report to Regional Sales Manager : Sales (vol./val./
profitable growth), market share (by region or by key customer, numeric/ weighted stock distribution and
numeric/ weighted selling distribution, share of shelf, SKU handling, SFE KPIs .
• Own and run a reliable sales forecast
• Sought out opportunities to expand new channel/ customer, holistic route to market model.
• Collect feedback from customers & identify opportunities to improve Perfect Store program and results, playing
the role of an internal auditor to ensure the reliability of data on DMS system.
• Monitor distributor performance and train Sales Executives/Distributor staff to develop Distributor Capabilities
• Manage team of Sales Executives strategically to deliver best results