Regional CD Manager

cap N.A.TOPJOBS' CLIENT

Pharmaceutical Company

post time Posted 101 months ago

JOB PURPOSES

The job exists to monitor COMPANY Distributor on their services of driving sales and market presence in assigned region; to monitor and to advice the distributor dedicated team on building and maintaining the COMPANY brand distribution, Go To Market model in order to achieve the desired sales objectives and market share gains.

KEY RESPONSIBILITIES:

KRA 1. Contribution in Business Strategies developing and establishing
•    Achieve Annual Target through efficient distribution network and building the capabilities of the distributor dedicated team.
•    Use effective distribution tools and research data to enhance direct coverage to achieve long term and short term objectives.
KRA 2: Functional Operations Management
•    Target Achievement and Forecast Accuracy:
o    Ensure achievement of Monthly and Annual targets at regional level.
o    Advice the distributor dedicated team on setting target and monitoring performance of Sub distributor and their sales team.
o    Monitor daily distributor performance and mid course correction
o    Setting SMART objectives for the COMPANY regional team.
o    On monthly basis review the current year forecast phasing to cover all risk and opportunities as per plan
o    Ensure forecast accuracy is within ¬+5%
•    Coverage, Distribution and Retail Management:
o    Determine and secure distribution infrastructure as per requirements of the Route To Market
o    Ensure all areas develop and execute territory, town and beat plans as per agreed norms
o    Ensure all areas develop periodic coverage with agreed call frequency.
o    Monitor the capabilities of distributor dedicated team to improve business performance and direct coverage.
o    Ensure all SKU availability in retail

•    Visibility and Activation:
o    Secure visibility location through stocks/POSM in all targeted retail outlets
o    Improve Space Share by working closely with Trade Marketing team to develop effective Trade Activities
o    Ensure effective implementation of all Trade Activities & activations like display contests, loyalty programs etc
o    Work closely with Trade Marketing team to develop activations to increase recommendations of COMPANY products and other business opportunities.
o    Tracking and reporting competitor activities and related reports.
•    Sub-Distributor and Key Accounts Management:
o    Advice Distributor on identifying and appointing potential Sub-Distributor as per agreed KPIs.
o    Educate and Train Sub-Distributors on COMPANY systems and processes
o    Monitor Sub-Distributor investment and infrastructure
o    Conduct periodic review of Sub-Distributor performance and financial health
•    Measure Sales Force Effectiveness:
o    Monitor Target Vs Actual achievement for dedicated sales team
o    Monitor KPIs of Sales Team like Effective Coverage, LPPC/BPPC, PC etc
o    100% compliance to usage of SFE tools like PDAs, DMS and Insight by the distributor dedicated Team

KRA 3: Financial & Budget Management
•    Ensure that Regional Sales team operates within the agreed OPex.
•    Monitor the expenses of the Distributor dedicated team on monthly basis to ensure they are within budget.

KRA 4: People Management
•    Manage subordinates in the Regional team, is responsible for the overall direction, coordination, and evaluation of this unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.
•    Responsible for interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; talent, retention, rewarding and disciplining employees; addressing complaints and resolving problems, compliance of direct reporting staff.

KRA 5: Quality & Compliance Management
•    Maintain and develop corporate image and reputation, and protect and develop the company's brands in accordance to the Marketing Code.
•    Responsible for ethical policy & standards, compliance, crisis management within function.

KRA 6: Internal & External Customer Satisfaction & Communication
•    Build strong relationship with key personnel of Key Customers like Key Accounts, Sub-Distributors etc to build long term COMPANY partnership, customer satisfaction and add value to customers to help build COMPANY business.
•    Build and maintain interdepartmental relationship to ensure smooth cooperation and effective internal quality across departments & units.
•    Plan and manage internal communication and awareness of corporate direction, mission, aims and activities within the function.

JOB FACTORS
COMPLEXITY:

• Participate and influence in Sales Team Meetings
• Lead, Participate and influence in Regional Team Meetings

REQUIREMENTS:

Education: University Degree, MBA preferable
Experience:
•    5-7 years of experience in Sales in FMCG company (preferable MNC)
•    Experience in both MT and GT
Technical / Functional Competencies :
•    Strong Analytical Skills
•    Commercial acumen
Behavioral Competencies: (HPB)
•    Strong Leadership qualities
•    Developing Self & Others – self learning and helping others learn
•    Communication – clear and concise, talk from the audience’s point of view
•    Flexible Thinking – out-of-the box thinking, explore possibilities
•    Enable & Drive Change – be part of the change and very dynamic!
•    Continuous Improvement
•    Influencing Skills a pre requisite
•    Teamwork