National Commercial Manager

cap N.A.TOPJOBS’S CLIENT

Multinational pharmaceutical company

location Ho Chi Minh City

post time Posted 112 months ago

Job description

1. In conjunction with the CDH and Marketing team, the NCM will establish the yearly Sales Budget and A&P funds.

Participate in company's budget preparation process by providing inputs on market environment, competition, trade channel growth, sales volume & value by trade channel, trade advertising & promotion plan, trade channel strategies and sales programs aligned with brand strategies and company growth.
Monitor and ensure strict adherence to the set budget of the year. Recommend corrective actions whenever deviations occur.
Manage deployment of the A&P funds across the various trade channels to achieve the best possible returns in term of sales and channel profitability. Monitor the actual spending of the allocated trade A&P funds

2. Deliver accurate and timely sales forecasting.

Work closely with marketing and logistics team on monthly forecast requirements to achieve the Forecast Accuracy as set by the company.
Monitor stocks level in the trade for proper stocks requirement planning.

3. Via the 3rd party field force, work on tactical trade marketing campaigns with the aim of increasing company's brands sales in the trade channels.

Design effective trade promotion programs on a national basis with measurable end results through close collaboration with the Marketing team and trade partners.
Review trade/retail prices for all company's products on an annual basis and recommend appropriate price adjustments in collaboration with the Brand Management team.

4. Network with key trade partners; identifying and realizing the business potential of each partner, whilst adhering to guidelines on competitive behavior and compliance.

Liaise and lead negotiations with the key chain Buyers, and when necessary with the senior management, for all planned trade promotions and activities with the aim of achieving the best possible outcome for the Company.
Initiate and organize quarterly business reviews with key trade partners, in particular the Distributor.
To follow up and resolve any issues pertaining to the trade channels.

5. Lead, manage and sharpen the skills of the field force (3rd party reports) with the aim to inspire and motivate the team to strive for the sales results and rewards.

Frequently travel to the sales regions, work closely 1:1 with each Regional Sales Manager. Implement progressive coaching / training and positive reinforcements.
Monitor the sales performance of each team member closely; ensure that all the daily sales administrative matters are carry out efficiently and effectively.
In the event of deviations from sales target, to investigate the cause of the deviations and recommend to Management the best course of action to correct the situation.
Formulate and recommend Pay-For-Performance scheme for the sales team at the beginning of each year. Manage the bi-monthly incentive payment.
Execute annual PMP objective / Key Performance Indicators setting, measuring & improving at monthly basis and bi-annual performance appraisals.

6. Achieve a high customer service standard to gain a competitive advantage over our competitors.

Implement the SAM program and principles.
Set the standards in sales call servicing, i.e. to develop check lists of the “essentials” in a sales call / TAP and the follow up and follow through procedures.
Monitor closely the customer service standards at all times.

7. Check for strong visibility, availability and merchandising position for all company's brands in all the trade channels.

Ensure company has 100% coverage of all our existing customers in accordance to the SAM principles and classification.

8. Ensure all activities at all sales regions within company are compliant with Vietnam legal requirements and guidelines. Ensures all staff are trained and regularly updated on compliance requirements.

General requirement

Degree in Business Administration or Business Study, or related area.
Minimum 8 years working experience; with at least 3-5 years in sales
Familiarity and strong business rapport with key accounts will be an added advantage
Position in related industry specifically from FMCG or OTC Healthcare industry, preferably with a multinational company
Good in market analysis

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