Overview

To lead the sales team, engage directly with the top customers and enhance the Modern Trade sales capability, handling chains and E-commerce channels in order to maximize the sales, distribution & visibility of the company’s portfolio.

Responsibilities

Team Management

• Organizes and staffs the MT team with adequate resources and talent in order to achieve the desired levels of Organizational Excellence.
• Provides the MT team with adequate coaching, mentoring and training in order to achieve the desired business results and sustain Organizational Excellence and competitive advantage.

Sales Strategy & Go-to-Market Approach

• Deploys the necessary Sales OGSM (Objectives - Goals - Strategies and Measures) and Action Plan for Modern Trade channel in alignment with overall company vision / strategy in order to drive the sales team through specific guidelines.
• Puts in place the right processes and tools that will ensure flawless and superior execution of Sales Business Plans with Modern Trade customers across the geography.

Management of Customers

• Manages relationships with Modern Trade customers and the market as a whole in order to ensure productive working relationships and long term strategic partnerships.
• Leads the negotiations of yearly contracts with key Modern Trade customers in order to secure the desired deployment levels of sales business plans.
• Develops and manages the necessary trade programs in order to maximize sales volume and build brand’s market share.

Budget & Funds Management

• Manages and sets customer business development budgets and funds within set guidelines to deliver business targets in line with Joint business plan.
• Reviews and tracks investment levels per customer to ensure the rates stay within channel average.

Management of Resources

• Optimizes the usage and deployment of people and vehicles in order to meet desired trade coverage targets.
• Ensures proper deployment of the sales systems, processes and tools that will enable the MT sales team to operate efficiently and profitably as well as sustain competitive advantage

Dealings with Principals / Brand Managers

• Works proactively with the Suppliers and Brand Management teams on developing aggressive sales business plans in order to achieve the desired sales results.

Receivables

• Oversees the process of collection of trade receivables in order to achieve targeted credit terms policy.

TM Purpose

• Acts as a role model by living Transmed Purpose on daily basis.

Qualifications

Academic Education & Professional Certifications:

• BA in Business Administration or Marketing
• MBA is a plus

Eligibility Criteria:

• Experience Background: A minimum of 8 total years of experience in sales; E-com experience is a plus
• Seniority: A minimum of 4 years of experience in Modern Trade in a managerial capacity, specifically overseeing Key Accounts. This should include a minimum of 2 years leading and managing other managers.