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Job Description
Job Purpose
Planning and executing the sales strategy for the country and achieve/exceed objectives in terms of gross and net sales, Forecasting, sales tracking, distribution, market execution and customer service objectives and people development targets through effective leadership and maximum utilization of the country’s sales team and ensuring successful achievement of sales annual plans and safeguard & develop the company image in the market place.
Key Responsibilities:
- Negotiate the placement deals for the visibility elements in the pharmacy channel / Modern trade channel, that ties with the business objectives. And Finalize contracts with top key accounts with minimal spending.
- Lead the achievement of net sales, volume targets and business plans by creating, communicating and driving effective sales plans for the achievement of sales objectives through the assigned team.
- Team KPIs to include: reaching distribution targets (depth and breadth –capture additional points of sale), upgrading execution on primary placements both in quantitative approach (space fair share) and qualitative approach (location and appearance), upgrading execution on secondary placement.
- Implement price and promotion strategies.
- Demonstrate excellent leadership capability by building a winning mind-set and strong capability across the field sales force, by hiring, coaching, mentoring and developing sales supervisors, merchandisers & distributor sales representatives to deliver business & people objectives.
- Cascade the country’s sales and market development objectives to the entire team within the country.
- Provide on-going coaching to the entire sales team in the country and ensure they are properly equipped, trained and motivated to achieve their objectives.
- Ensure proper roll-out and sustain the implementation of best practice tools within the region.
- Develop strong working relation with distributor within the country; this will include coordinating with the distributors’ management and field staff to achieve GSK coverage & customer service objectives.
- Supervise destruction of expiry stocks post approval.
- Raise claims for any trade marketing activities & expires.
- Maintain a tab on gross to net spending.
Job Requirements
- University Bachelor's degree in Management/Commerce/Sciences.
- MBA degree a plus.
- Minimum 5 years of experience.
- Good command of English Language.
- Previous working experience in FMCG / Consumer industry is a must.
- Previous working experience in handling multiple distributors and key accounts & managing big teams.
- Full understanding of different trade channels like Pharmacy, Whole sale and Modern trade.
- Strong leader with high people management skills.
- Excellent business communication and negotiation skills.
