Channel Sales Manager Traditional Trade

Job Description

Job PurposeResponsible for enhancing sales performance and operational effectiveness within the COOP channels through targeted sales initiatives, effective stock management, adherence to merchandising standards, and leadership of a dynamic sales team.Key Roles and ResponsibilitiesStrategic Planning and Execution

• Contribute to the development of the annual business plan by incorporating new opportunities, strategic insights, and foundational ideas based on a deep understanding of the market.
• Continuously refine sales targets and strategies based on thorough market analysis and brand performance metrics.
• Work closely with the marketing team to craft and execute promotional strategies that enhance brand visibility and drive sales, such as on-pack offers and display innovations.
• Oversee the monthly budget implementation, track expenditures, and generate budget spending reports.

Sales and Performance Management

• Design and implement precise sales targets by outlet and brand, taking into account the dynamics of the market.
• Analyze daily sales reports (DSR) by customer and by salesman to monitor sales activity and make data-driven adjustments.
• Manage compliance with merchandising standards to ensure abidance by planograms, pricing, shelf space, cleanliness, etc.
• Provide feedback and strategic adjustments to the sales teams to enhance sales performance continually.
• Maintain vigilant oversight of coop stock levels to manage inventory turnover effectively, and coordinate with the brand manager on promotions and stock aging.
• Follow up with the Distribution Team regarding the placement and delivery of orders.
• Follow up with the finance team regarding A&P costs as well as collections of receivables.
• Ensure sales representatives execute the new product listing process as per contract requirements.

Route Planning and Field Operations

• Develop and manage the route planning for all sales representatives to ensure comprehensive market coverage and efficient use of resources.
• Conduct regular field visits to guide and support the sales team, ensuring high standards of contract visibility, product listings, and outlet cleanliness.
• Provide direct field support when operational challenges arise, ensuring that all salesmen have the guidance and support needed to overcome obstacles.

Negotiation and Relationship Management

• Support negotiations for contracts and agreements, ensuring compliance and securing favorable terms for the company.
• Offer insights during negotiation processes to maximize product visibility and sales terms.
• Maintain strong relationships with internal teams and external partners to facilitate smooth operations and adherence to agreements.

Team Leadership and Development

• Evaluate team capabilities and match sales representatives with outlets that best suit their strengths to optimize performance.
• Lead daily meetings to set goals, discuss operational updates, and ensure alignment with broader business objectives.
• Organize regular training sessions for merchandisers to maintain high-performance standards and deep product knowledge.
• Assess the performance of new hires after their probationary period to ensure they meet company standards in alignment with the HR Department.
• Conduct semi-annual performance appraisals for the sales team in alignment with the HR department.
• Perform ad-hoc and other duties related to the job as assigned by the Direct Manager.

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