Title:  Unit Sales Manager

 

DUTIES AND RESPONSIBILITIES

 

 

1. Sales Volume and Revenue Management
   • Ensures achievement of the annual objectives or financial forecast of handled category in the assigned territory for both sell-in and sell-out
     1. Develops annual plans per channel in coordination with distributor/s to realize the growth potential of handled category
     2. Drives execution of the channel plans in coordination with distributor/s to secure volume and revenue objectives
     3. Regularly reviews running performance versus the annual plans to create mitigations as needed
   • Ensures month-on-month achievement of sales volume and revenue operating forecast of handled category in the assigned territory for both sell-in and sell-out
     1. Breaks and cascades monthly operating forecast of handled category to distributor/s before start of the performance period
     2. Guides the distributor team in creating robust monthly plans or volume bridges
     3. Drives execution of channel plans and volume bridges in coordination with the distributor/s
     4. Reviews category sales performance per channel weekly and takes the necessary actions / interventions
   • Reviews and drives distributor’s adherence to company directions and standards to facilitate operational efficiency leading to consistent sales target achievement
     1. Assures scheduled calls to outlets are conducted by assigned distributor sales personnel according to the Daily Routine and BCP standard of the company
     2. Assures implementation of Sales Tools (Monthly Work Plan, Scheduled Call List, Volume Build, Account Profile, Call Sheets, Daily Sales Report, Contact Report, Skills Development Review, Trade Check Forms and others as required by the company)
     3. Monitors the adherence of the distributor to the following:
        1. Field Execution Standards
        2. Trade Performance Standards (Product Assortment, Placement, Merchandising, Promo and Pricing Standards)

 

2. Channel and Brand Portfolio Management
   • Develops programs / strategies per channel to grow and establish handled category in the assigned territory
   • Ensures execution of the Trade Performance Standards by the distributor/s:
     1. Right products are placed in the right channels (Must-Carry List execution)
     2. Products are displayed according to the channel Planograms
     3. Products are priced within Pricing Standards per channel
     4. Promos and merchandising programs are executed based on the Look-of-Success per channel
   • Drives placement and availability of new products in handled territory based on the approved route-to- market plan
   • Monitors brands and SKU performance per distributor outlet
3. Business and Market Development
   • Develops annual channel development plan of the assigned territory that is aligned with key thrusts and directions for the year

Prepares and proposes resource or budget requirement to execute annual plan

Designs, proposes and implements sales gene... by Rose Marie Garette G. AsturiasRose Marie Garette G. Asturias11:31 AM

2. Designs, proposes and implements sales generating activities to attain volume and revenue targets
3. Cascades or negotiates to the distributor/s the execution of prepared annual plans
4. Directs and works with the distributor/s to prepare the organization in executing the annual plans i.e. acquisition of necessary assets, deployment of manpower, process enhancements, re-organization, etc.
5. Coordinates and works with the distributor/s to monitor execution progress

• Maximizes marketing campaigns by working with the distributor to execute below-the-line program according to execution standards:
  1. On-time implementation based on Shelf Break or Day 1 targets (Timeliness)
  2. Complete execution of program elements e.g. target SKUs, prescribed merchandising collaterals, pricing standards, etc. (Completeness)
  3. Correct implementation of displays in-store (Look-of-Success Compliance)
• Proposes deployment of trade assets to qualified distributor outlets to enhance product image and maximize sales

 

4. Financial and Account Receivable Management
   • Ensures implementation of the company’s credit policies and procedures or financial internal control system
     1. Ensures reconciliation of account payables of handled distributor/s to the company
     2. Utilizes budget and other resources to support attainment of sales objectives within financial standards (i.e. Field Activated Fund / FAF, Trade Assets)
   • Advises the distributor/s in the enhancements of its financial systems and processes to improve operations efficiency
     1. Conducts regular business review with distributors to determine profitability or financial health
     2. Provides inputs and analysis of the distributor’s trading terms and discounts in consideration of company policies and the distributor’s days sales outstanding ratio and overall profitability
     3. Works with the distributor/s on creating schemes to maximize profit in consideration of company requirements outlined in the Exclusive Distributorship Agreement

 

4. Distributor and Trade Management
   • Supervises communication and implementation of company policies, standards and procedures to distributor/s and distributor outlets:
     1. Ensures distributor compliance to the Exclusive Distributorship Agreement
     2. Executes timely and objective audits (trade audits, distributor personnel audits, distributor facility audits, etc.) to ensure that company policies, standards and procedures are implemented by the distributor/s
     3. Assures trade implementation by the distributor of the Trade Performance Standards, the standard trading terms and discounts, and Company Food Safety and Quality Standards
   • Provides business advice to handled distributor/s to improve performance and operational efficiency
     1. Conducts regular business reviews to distributor/s
     2. Assists / advises the distributor/s on revision of the Scheduled Call List (SCL) as needed to establish the itinerary and frequency of calls to the customer relative to the requirements of the trade
     3. Ensures good relations of distributor/s and key personnel with trade partners and guarantees the familiarization of the distributor/s on the profiles of the retailers and competitors through an updated Account Profile database
     4. Assists in handling customer inquiries / complaints and ensures that these are immediately addressed (within 24 hours) through proper coordination with the people concerned
     5. Provides appropriate training and development programs to distributor personnel
     6. Monitors and reviews sales and profitability performance and develop plans and programs to improve overall business viability
     7. Attends regular business reviews conducted by the distributor/s to its top accounts
     8. Conceptualizes and secures approval of customized business building programs for the trade

 

4. Managing Competition
   • Monitors and analyzes competitive activities and recommends or initiates tactical intervention to protect sales performance
   • Anticipates competitor initiatives and recommends preventive / pre-emptive counter measures utilizing available resources to negate effect and efforts of the competitor

 

Inventory and Storage Management

Works with the distributor in carefully pla... by Rose Marie Garette G. AsturiasRose Marie Garette G. Asturias11:31 AM

• Works with the distributor in carefully planning trade supply needs according to company standards
  1. Executes required inventory level per category in the distributor warehouse as stipulated in the Exclusive Distributorship Agreement
  2. Coordinates with proper departments on order and delivery issues
• Assures execution of correct inventory management by the distributor salespeople to ensure that the right product quantity and quality is achieved at the outlet level
  1. Implementation of offtake-based selling using the proper sales tools (Call Sheet)
  2. Complete and on-time delivery of orders of the distributor to its outlets
• Assures implementation by the distributor of the First-Expiry-First-Out and the proper product handling procedure at the outlet level to minimize trade returns
• Ensures that storage facilities of both distributor and its outlets conform to set standards
• Assists the distributor in educating outlets on the proper safety stock levels

 

8. Sales Analysis and Business Planning
   • Maintains a comprehensive and updated scorecard containing metrics data relevant to the operations in coordination with distributor/s and sales support groups
     1. Business and Trade Efficiencies Metrics
        1. Revenue and Volume Sell-In and Sell-Out Data
        2. Distributor Inventory
        3. AR to Trade / Days Sales Outstanding
        4. Top Accounts Performance
        5. Forecast Accuracy
        6. Trade Returns and Sales Realization
        7. Weekly Skewing
        8. Census, Selling Calls and Coverage Frequency
        9. Calls Productivity and Unique Buying Accounts
        10. Lines Sold
        11. Freezer Productivity
        12. Speed-to-Market, On-Shelf Availability and Planogram Compliance
        13. Pricing Compliance
     2. Supply Chain, Financial, IT and Human Resource Metrics
        1. Case Fill
        2. Order-to-Delivery Lead Time
        3. Warehousing and Quality Compliance
        4. Liquidity
        5. Distributor Information System Accuracy
        6. Absences, Tardiness and Turnover
        7. Manpower Capability or Training
   • Reviews and analyzes available data, market trends and patterns to prepare monthly, quarterly, semestral , and annual business plans
   • Monitors and reviews sales performance to determine factors affecting sales and takes the necessary corrective actions
   • Complies to the forecasting process requirements
9. Coaching and Mentoring
   • Mentors and guides the distributor/s sales personnel in conducting day-to-day activities according the company selling system and standards
   • Identifies the training needs of distributor personnel; conducts classroom and in-field training to improve competencies and over-all performance of the distributor team

 

8. Trade Assets Management
   • Plans and coordinates the deployment of various trade assets (chiller, signage, booths, etc.) with superior and Support Services

Assures proper installation and consistent monitoring and upkeep of all deployed trade assets through the distributor

JOB SPECIFICATION : Education College Grad... by Rose Marie Garette G. AsturiasRose Marie Garette G. Asturias11:32 AM

JOB SPECIFICATION : Education

College Graduate preferably in Marketing or Management and Business Administration, Economics and any other business-related courses

 

1. Working Experience

 

With at least 5 years experience in sales and distribution, with proven good track record, or at least 2 years experience for the same position

 

1. Working Conditions

Must be willing to travel up to 80% of work schedule Willing to work beyond regular working hours as necessary

Willing to be assigned anywhere in the Philippines as the company sees fit

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