Overview
This role is accountable of leading the execution standards for the Sales distribution channels to include the DSD, and Pre Sell, and the ISD mosaic, delivering on volume, distribution targets, and execution KPIs across the assigned region. This role will also lead on the CTS initiatives to include S&D productivity initiatives execution and cascade down to field teams along with very close monitoring for execution standards.
Meanwhile lead on setting the traditional trade sales technology strategies, implementation plan, and infrastructure and of course D&A design to drive both revenue growth and share.
This role will be accountable to deliver channels NOPBT, CTS improvement, and drive revenue management execution across CSD and NCBs portfolios. On the other hand, drive the new organization operating model across all layers and build the execution capability of both DSD, and Pre Sell organizations.
Responsibilities
- Lead the yearly AOP process through having a solid action plan for all regions which includes infrastructure requirements for the next year to achieve volume, market share, profitability and productivity results.
- Set the Regional must win battles and KPIs, in addition to setting and managing the D&A within the region.
- Lead the monthly reporting of results within the region; in charge of acting on monthly tactical calendar and to deliver channels topline plan.
- Review and ensure accurate weekly Sales Inventory Production (SIP) developed by Unit Sales Managers and provide coaching to enhance accuracy.
- Ensure proper execution of all merchandising and operational priorities (to include Trade promotion planning and budget tracking).
- Leading people planning process and provide ongoing coaching to all USMs and ensure they are properly equipped, trained and motivated to achieve their objectives
- Lead on all DSD & ISD GTM transformation interventions to reach target productivity.
- Manage revenue, profitability and CTS (D&A and S&D costs) across the assigned region and drives commitment to meeting financial goals.
- Ensure control over company assets across the assigned region i.e. coolers and B&C count.
- Assist in the coaching, mentoring and implementation of the Health & Safety programs in the field.
Qualifications
- Solid proven Business & People leadership skills; lead on large scale organization.
- Excellent business knowledge of sales and distribution, preferably in Beverages/FMCG industry.
- Very good strategy setting and communication skills; along with very solid GTM experience.
- Very good financials background.
- Solid Field experience and market /channel design and tactical critical experience.
- Revenue management and productivity concepts advanced mastery.