Position: COMMERCIAL MANAGER, CAMBODIA
Report to: MD, INDOCHINA.
The Commercial Manager is primarily responsible for developing and executing assigned market strategies aimed at achieving agreed market share, sales and respective P&L in his/her allocated business unit. He/she develops and implements the business’ OGSiM (Objective, Goals, Strategies & Measures) year on year while developing organizational capability and competencies critical to the achievement of the business goals and strategic directions.
Incumbent is also responsible for setting business/sales strategies to meet consumer/shopper demand in the assigned geography/channel ; analyze, review and manage business drivers (such as gross margin, mix, consumer and trade promotion spending in line with broad brand/category strategy) to maximize ROI and ensure mix, margin and profitability being achieved.
The position reports to the Commercial Manager, Indochina
ACCOUNTABILITIES
Business Objective Delivery
• Budget and Target –Develop strategies and plans to achieve the set Budget/Target, executing them effectively through team members. Manage the allocated Trade Fund to generate the desired profitable sales mix. Plan, manage, and control the cost center expenses.
Continuously identify opportunities and risks, addressing them by developing contingency plans.
• Strategic Business Planning – Develop Cambodia strategies and plans in alignment with the company strategic Sales, Marketing and Category Plans to achieve the set target. Build professional customer relationship amongst key customers.
Participate in development of strategic sales plan in alignment with global strategic objectives to deliver country/regional targets. Take part in developing 5-year strategic plan and other plans to ensure achievement of Market Share objectives. Gain endorsement from country management to 5-year plan and communicate plan and to team members
Distribution
• Distribution – Establish plan to optimize KC Reach/Coverage, calls/day and effective calls/day (productivity) targets; establish work plans and monitor achievement.
• Availability – Provide inputs in the development and implement priority code lists by customer type and monitor compliance
• Optimal Customer Service – Participate in developing Sales forecast process and tools. Provide accurate sales forecast. Align customer and KC Supply Chain process/activities where applicable
Consumer/Shopper/Customer (POP)
• Brand & Trade Marketing – Proactively drive Brand & Trade Marketing disciplines and solutions with customers. Implement shopper research outcomes/activities with customers.
• Promotions – Work with regional sales team to develop and implement Regional and Global in-store promotions. Translate Brand and Trade Marketing Plan into geography and channel specific promotions and other trade activities. Analyze total geography promotions to understand competitive activities in the customers and maximize efficiency of promotions. Manage assigned Trade Promotion Funds. Ensure comprehensive understanding and sales team utilization of the full suite of SAP sales management systems.
• Merchandising – Input on, implement and enforce Merchandising Guidelines including target planograms for the geography.
Customer Management
• Trading Terms – Recommend and negotiate appropriate Customer Trading Terms and provide input on customers’ trading issues.
• Business Planning and Review – Lead the implementation of the Customer Business Planning process, Trade Plan, POP initiatives/materials, maintenance of customer profiles, local customer business planning, local customer business reviews, long term strategic planning, process and evaluation.
• Develop Commercial Customer Approach/Strategy – Develop customer insights, identify key knowledge gaps in understanding customer profile, develop and recommend plans to address knowledge gaps. Provide insights about the customer in the assigned GBA and recommend ways to address customers’ specific needs. Provide inputs for in-country research plan and communicate finalized plan, as necessary.
• Customer Relationship Management – manage Company’s relationship with customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key customers.
• Trade Communication – Input on and review the Trade Communication Plan, customer Database setup and action plans. Ensure the customer receives the right level of communication to optimise business activities.
• Trade Pricing – Implement trade pricing strategy, monitor competitive price actions plan and recommend changes as appropriate.
• Market Intelligence – Inform all key stakeholders on trade and competitive intelligence and provide recommendations as they apply to assigned customers.
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