1. Sales effectiveness & RTM enhancement: driving the continuously and consistently of sales productivity improvement by seizing all opportunities reflected into the business plans, executing with a high quantity and quality which under audited.
➢ Seizing RTM opportunities to grow
• Develop Annual Business Plan for RTM implementation in conjunction with commercial team and regional sales manager team
• Develop solid and optimized RTM strategy including of Urban and Rural Approach using the new IT system to exploit and explore to opportunity and potentiality of the market
• Build RTM capabilities and process implementation/ guideline
• Implement and adapt reality of "Optimized RTM strategy" including of Execution Management Surveys, Report, Routines, RTM Models, RTM Toolkits, RTM Dashboard, Distribution Development and Management Dashboard, by working closely with regional sales team to assure that "RTM Execution guidelines" fulfilment, alignment and execution has been implemented as designed and improvement done
➢ Sales effectiveness enhancement
• Execute and evaluate RTM performance distributor infrastructure, monthly coverage plan (MCP) and the sales force span of control.
• Generate and define RTM metrics dashboard and monitor distributors dashboard performance, following ACE dashboard.
• Conduct financial analysis ROI of RTM process to be share with key stakeholders, control system in place to get region compliance on distributor management.
• Maximize SFE via the management of sales force KPIs/ monthly incentives; sales force rewards & programs; Distributor models & roadmap
• Take lead in sales deployment (RTM) agenda and activities (Sales force structure and sizing; route planning) and other sales development projects (selling & sales execution processes & field effectiveness tools of trade)
➢ Ensuring the quality of sales execution, act as an internal auditor
2. Sales capability development: be responsible for the development of sales force capability by implementing and monitoring the annual sales training agenda. Co-leading with HR to build for the future resource in sales (Sales Fresher)
➢ Training Need Assessment
• Build the competencies framework as per positions following ACE guideline
• Define individual and team capability gap for each functions capability based on the business mission/ strategies and competencies framework
➢ Build and execute the training agenda • Design, develop and implement comprehensive annual sales training plan and performance management system that ensure the development of sales skills, knowledge and disciplines
• Do on the job training, follow up and do necessary analysis to ensure quality of successful sales fundamentals implementation in the market
• Conduct qualification pre and post evaluation
➢ Talent recruiting, mapping and developing
• Ensure all of new boarding to be well caring
• Collaborate with HRBP to invest efforts for future leader programs
• Responsible for professional and personal development and career planning for sales organization/ sales fresher to maintain the continuity and meet the business growth.
• Organize leadership programs to sales leaders
➢ Sales force engagement
• Design and execute the annual G4G sales contest
• Performance ranking scorecard design and follow
• Collaborate with sales operation administration to organize the annual AOP meeting and sales conference/ workshop
• Other projects execution according to business requirements
➢ Conduct training materials/ contents
• Build and localize the ACE training materials
• Define and design multi benefits of training materials
• Visualize the feasible topics by video training
3. Customer preference: building the capability and capacity of customer to ensure their performance development following the contract’s principles. Leading the team in all business communication to the internal and external stakeholders including distributors and key accounts via various online/ offline tools to ensure the execution is undertaken as planned.
➢ Customer capability and capacity enhancement
• Giving feedback on the efficiency and collaborate to improve the customer service process, ROI, investment and daily operation based on the provided guideline
• Providing feedback of retailers on the distributor customer service. Managing the improvement
• Performance management by ranking, building and execute the developing roadmap
• Applied KPIs and incentive by monthly/ quarterly/ annually
• Issue working process and monitoring/ auditing
➢ Customer service and change management
• Support sales force to proceed the distributor assessment, recruitment and/ or termination
• Complete and issue the distributor contracting and/ or appendix
• Manage the customer profiling
• Issue and manage the goods return/ recall process
• Manage the traffic of payment and claims
• Communicating with customers through various channels.
➢ Customer interaction handling
• Create and execute the announcement/ communication activities
• Responding promptly to customer inquiries.
• Acknowledging and resolving customer complaints.
• Keeping records of customer interactions, transactions, comments and complaints.
• Providing feedback on the efficiency of the customer service process.
• Ensure customer satisfaction and provide professional customer support.
4. Transforming the sales system infrastructure: maintain and implement all the advantages of current IT support system, as well as enhancing the long and short term functions to fix with the business requirements
- Daily sales data management and report analytics
- Provide innovative & workable solutions to a wide range of technical and user problems.
- Sales automation tools supply
- Understand new requirements from Sales and other stakeholders, then co- operate with technology team to develop.
- Participate in the development of operating goals and objectives for ICT; recommend, implement, and administer methods and procedures to enhance operations
5. Sales operational administration and communication process/ tools management: overall manage the administration works of Commercial team.
- Budget control
- Incentive and payroll management (internal and external employees, across levels and channels - GT, B2B and MT)
- Organize the sales engagement activities
- Sales tool kits, uniforms and POSM supply
6. Other projects assigned by Sales Director, following the ad-hoc and/or experimental properties of business requirements
The employee must meet the following minimum job requirements to successfully perform the job:
- University graduate.
- At least 3 years experiences in Head of Sales Operations roles.
- Strong experience in designing and managing processes and business planning experience.
- Good communication, presentation & influencing skills.
- Good analysis skill and data management skill.
- Able to work under high pressure with multi-tasking environment.
- Good leadership and team management.
- Good demand of English & IT applications.
- Flexible, supportive and good teamwork player.
FrieslandCampina offers you a place to be yourself. In an innovative work environment with facilities and support that are second to none, we welcome your skills, ideas, and passion. Most of all, we welcome you as the person you are and the person you want to be. Our mission is to liberate people to work smarter. For thousands of people every day, we are more than just a dairy company. To our farmers, our employees, the communities we serve, the businesses we work with and the people to whom we bring happiness, FrieslandCampina means something more. For them it's not just about what we do, but who we are. We value talented people from any background who want to contribute to something bigger than themselves. We encourage all of our employees to make decisions that benefit our entire company. At FrieslandCampina we own our own career and act accordingly. We trust you to make a difference in your job and influence the bigger picture. Working at FrieslandCampina means you are contributing to a better world. This position is based in Ho Chi Minh, Vietnam and reports directly to the Sales Director. |
爱上菲仕兰的理由？
有使命感的工作：
我们秉持“自然滋养”的使命-把更优质的营养带给全球亿万消费者，同时陪伴我们的奶农和社会共创可持续的未来。
合作共赢的基因：
在这里，我们跨越地域并肩前行，彼此尊重、彼此成就，把努力汇聚成真正被看见、被分享的成果。
真实可感的影响力：
被信任去尝试、被鼓励去突破，让卓越成为你自己的节奏。
一起成长，彼此点燃：
我们持续投入培训与学习资源，赋能你的每一次成长，你的进阶也同时推动菲仕兰功成乳此。