Retail Sales Manager

Job Purpose

The purpose of this job is to manage a team driving sell-in, sell-out and off-take in a defined geography, channel strategy and defined off-take programmes to deliver planned profitable growth through volume, revenue and mix while ensuring productivity of assets deployed in the market. The role will also ensure execution of the discounts, rebates and promotions strategy to help expand distribution sustainably. The role will ensure quarterly review of distributor ROI and take corrective actions to ensure distributors stay within the defined band of ROI. The role will ensure distributor performance.

Key Accountabilities

Distributor point visit & Review:

• Review distributor on agreed business plan – review and record distribution expansion/mix/retention/ number of SSO invoiced every month/operations/service levels/credit to market vs. ROI assumptions
• Identify gaps and agree action plan – inventory, market credit, resource deployment etc.
• Agree and record plans for balance-to-go
• Assess capability of distributor, distributor manager, TO and DSR
• Check Distributors infrastructure – warehouse space utilisation, stacking norms and hygiene, delivery vehicles, manpower fill rate – as defined in the Business plan
• Review offtake vs. sell-in programmes – painter offtake, Medium and Small projects contribution, shop assistant programmes, In-Store etc.
• Document and send Minutes of the meeting
• Plan change in distributor and drive migration in the event of a distributor not meeting norms/breaking contractual norms laid out in the SOP and contract

• Beat adherence of DSRs and AkzoNobel TOs market visit
• SLAs – Material delivery/credit terms
• Commercial – clarity and transparency of accounts to customers
• Discounts/Rebates/Promotions understanding and adherence to/proper deployment of agreed discounts/rebates/promotions
• Meet core segmented SSOs to address issues if any and ensure growth

Improve capability of team members basis market and Distributor point visit

• Ensure deployment of discounts and rebates as per defined policy to reduce gaps between Large, Medium and Small SSOs
• Ensure deployment of discounts and rebates to ensure profit per can is stable for identified SKUs which are on MOP tracker
• Ensure desired level of participation in loyalty building promotions like incentive trips in the distributor territories 

Process adherence and usage of defines tools 

Ensure defined productivity measures of assets through understanding of the measures and regular review and monitoring:

• POST equipment
• In-Store Eeden deployments and periodic refresh

Key Activities

1. Working with a distributor model and ensuring alignment of distributors to delivering defined business plans
2. Shift focus from sell-in to driving offtake programmes to drive sell-out and sell-in
3. Using the painter organisation to gain a fair share in the Medium and Small projects serviced via SSOs in a Distributor GTM
4. Handling transition from direct to distributor model and managing transition of non-performing distributors or distributors who violate contractual/SOP clauses
5. Identify and building team’s capability
6. Distributor territory plan – rolling 5 years
7. Recruiting DSRs
8. Painter engagement, training and pricing support for Medium and Small projects serviced via SSOs in a distributor GTM

Experience

• University degree with 6 to 10 years of Sales experience is mandatory of which at least 4 should be managing a team of Sales personnel – prior experience managing distributor GTM models will be an added advantage
• Should have the ability to work along with a team of people both FTE, CWF and Distributor and Distributor team to effectively deliver business objectives of sell-in, sell-out and offtake
• Proven track record of execution of defined programmes and processes through a team delivering defined business objectives and good people management skills
• Possess good analytical skills and ability to use data to identify issues and opportunities
• Good Microsoft Office skills (Excel, PowerPoint and Word),
• Clear communication skills (written and verbal communication skills) and strong interpersonal and influencing skills
• Willing to be place in all region within Indonesia

Education

• University degree with 6 to 10 years of Sales experience is mandatory of which at least 4 should be managing a team of Sales personnel – prior experience managing distributor models will be an added advantage

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