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Job Description:
Responsibilities
Volume
- Targets: Deliver sub-distributor sales targets. Monitor progress and develop plans to address variances.
- Forecast: Participate in the trade sales demand forecast- Rolling 13 Periods
Distribution
- Responsible for the achievement of : distributor and Top Accounts Reach and Frequency objectives, distributor and Top Accounts Call Effectivity objectives, and Retail Performance Standards for distributor accounts.
- Distributor Model: Implement 'a cost-efficient' Distributor Model.
In-store Execution/ Merchandising
- Responsible for the execution of Picture of Success guidelines across outlet types being serviced by the distributor
- Responsible for planning the allocation and deployment of Point of Sales Materials (POSM’s) to support brand communications.
Promotions
- Responsible for the development, execution and evaluation of distributor in-store promotions
- Responsible for the management of distributor Trade Promotion Funds
Account Management and Development
- Business Planning and Review.
- Responsible for the maintenance of distributor profile fact book
- Responsible for the development, implementation and review of distributor business plans and Scorecard
- Trading Terms (Collections/Receivables): Responsible for the management of Distributor Trading Terms including pay for performance incentives.
- Trade Communication: Responsible for the implementation of the Trade Communication Plan
- Trade Pricing: Implement trade pricing strategy
Financials
- Trade Sales Profit: Deliver distributor profit targets
- Channel/Customer Profitability Management: Implement ROI analysis for distributor
Systems / Organization Development
- Training & Development (include auxiliary sales team) which participate in the program curriculum for distributor managers and track individual training plan progress.
- Performance Management (include third-party sales team, merchandising/promoter teams)
- Talent Management: Participate in the process/plan of selecting and developing the best leadership talent of the trade-sales team
- Organization Development by participate in the development and responsible for the implementation of interventions towards the "ideal trade sales culture.
- Participate in the development and implementation of a knowledge sharing system
- Participate in the evaluation of effectiveness and efficiency of trade sales tools, enabling equipment/software and recommend areas for improvement.
Relationship Building
- Building mutual relationships with Sub-Distributor owners.
Qualifications
- Bachelor’s degree or above in relevant discipline
- Sufficient years of sales experience in FMCG sector is required as this role covers total general trade for Thailand confectionery business.
- Solid capability and key experience as well potential to grow are more relevant than number of years of experience.
- Proven credentials in strategic business planning, sales planning, and forecasting with a positive can-do mindset and proactiveness.
- Strong experience in managing distributors through a complex supply network.
- Agile and entrepreneurial mindset with strong commitment / persistency to make the business a successful one.
- Good grasp of spoken and written English. Proficiency in Thai language is preferred.
- Solid Distributor Management experience
What can you expect from Mars?
- Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.
- Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
- Best-in-class learning and development support from day one, including access to our in-house Mars University.
- An industry competitive salary and benefits package, including company bonus.
Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.
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