Top.Mail.Ru
Assistant Country Manager International FMCG Company
012-5961868
negotiable
31.08.2021

Job Description

Department: Customer Development
Reports to: Country Manager
Works with: Distributor Team, Customers, CM, Assistant Business Development Manager (ABDM), Marketing, SC, IT
Summary:

Managing distributor and market with respect to overall customer development and shopper marketing operations, including processes, people, business KPIs, budget with an efficient communication and planning with internal and external stakeholders.

Responsibilities :

Essential Duties and Responsibilities:
KPIs:
o SAP and Flow sales value
o SAP value growths (USG%)
o Channel and Category based flow growth (USG%)
o Customer Activation 
o Cabinet Deployment based on channel
o Perfect Store Targets (OSA, SoS, SoF, Extra Visibility, CTA, Price Card, Planogram&Assortment, Pricing, NPD performance)
o Monthly target achievement (flow and SAP)

Management of Distributors 
o Promo planning for target achievement
o Monitoring numeric & weighted distribution 
o TTS budget planning and alignment
o Copack promo planning, production and executing
o Stock management
o Challenging & validating any data regarding the business flows from the distributor to Company
o Asset management (cabinet stocks and status)

Management of sales teams under distributors
o Enabling monthly target achievement via promo plans by channels&customers
o Landing Company channel strategy to the distributor, following up the executions and results
o Perfect Store field execution implementations (OSA, SoS, SoF, Extra Visibility, CTA, Planogram&Assortment, Pricing, NPD performance)
o Management of top KA customers (SPM&Discounter) and e-comm in strong collaboration with distributor sales team
o Sales route compliance per expeditor for IC

Monthly performance evaluation of distributors and sales team for above KPIs.
Stock management of distributors (monitoring shipments, stock levels and taking necessary actions to solve stock outs risks and over stock issues, mitigating business waste risks)
Achieving monthly, half and annual sales targets of countries for the respective sub-categories/categories
Planning efficient promotional activities by channel and by KA customers
Planning campaigns/activities together with ACMM, Marketing and CCDM
IC assortment: providing country data and insights to ABDM and marketing.
IC pricing: providing data and insights to ABDM and marketing
IC planogram: providing data and insights with ABDM and marketing
Getting the necessary POS materials in correct amount produced and delivered to the distributor for IC
Forecasting and landing correct mapping of cabinet types with correct channel/customer types
Landing the planned campaigns/activities within the country, on the field, via distributor sales team
Communicating and cascading marketing plans to the distributor sales team and top key customers.
Managing TTS and TTS provisions in line with promotional budget management
Making field visit to customer stores periodically, to different channels and territories, bringing in issues and opportunities.
Execute and monitor annual agreement terms with customers, challenging the compliance with the agreement, of executions on the field 
Build top of the class relationships with the regional/local managers of the KA customers and wholesalers.
Execute channel/territory sales strategy 
Following and reporting market dynamics, trends and competition
Identify top talents within the distributor sales team and building their cap

Requirements :

•       4-5 + years of working experience in sales in FMCG sector
Languages: Professional English
Strong  negotiation skills and communication skills
Analytical, result/business oriented and energetic personality 
Creative and a strategic thinker