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To manage the Sales Force Team for one or several stores according to the needs and the store structures. To increase sales, margin and frequency for all the Customer portfolios s/he is responsible for throughout the year and for the stores s/he is responsible for. Interface between the field and the store and also with the Supporting Office. Ensure communication/ exchange/ information/ action plan setting and propose recommendation based on Portfolio and store priorities. To ensure Competence development of his/her team by regular on the job coaching, support and evaluation.
Implement and follow the Customer Strategy defined by the Company.
Adapt for her/his store the objectives defined and share with the Store General Managers.
Involved in the customer portfolio selection, in close contact with the Store General Managers and the Regional Sales Force Managers.
Reach the global objectives of her/his team in term of growth and cost according to the following KPI’s:
Increase the number of the new buying customer (activation)
Increasing of the portfolios dedicated to her/his team
Average turnover per customer for her/his team.
Increasing of some specific departments according to her/his portfolio and specialization (Traders or Horeca). This objective can be optional and depends on the strategy defined by the country.
Be responsible for the development of key customers.
Be involved in the key customer selection.
Liaise between the Regional Sales Force Managers and Store General Manager regarding special tasks required by MM Mega Market to serve and satisfy such customers.
Be responsible for reaching quantitative and qualitative objectives defined in the KPI’s as well as the annual appraisal.
Be interface between MM Mega Market and key customers. Represent the company image and be responsible successes as well as failures.
Acquire knowledge of the MM Mega Market Organization regarding store operation, buying department procedures and logistics constraints and possibilities.
Know the market and the main competitors to highlight our strengths and benefits.
Analyze the results (weekly, monthly and quarterly) of the key customer in terms of turnover, profits, losses, margin, average buying, and frequency on an annual and monthly base to make the right decisions to improve the situation if needed.
Plan and organize key customer approach in due time to inform them of the main events and needs.
Collect the key customer demands, expectations and need and propose solutions and alternatives to them in a short term.
Survey (delivers inputs and monitor) the market in order to know what competitors are doing to allow MM Mega Market to react and to adapt its strategy.
Recommend are implement a course of action
Organize the follow-up on a daily, weekly and monthly basis
Define the customer seasonality to plan and propose the right MM Mega Market solution in due time.
Work in close contact with stores and buying, logistic, marketing and the Sales Force Organization
Manage, motivate, train, follow up and control the activity of the Sales Staff in order to optimize the result. Analyze the results (weekly, monthly and quarterly) of the Sales Managers in terms of turnover, profits, losses, margin, frequency, average buying to make the right decisions to improve the situation if needed.
Develop the skills and the competence of her/his team by coaching, trainings and all appropriate actions which enable the sales team to perform.
Be responsible for some specific budgets based on structural issues like personnel, bonus, incentives and salary but also with advertising and promotion if needed.
Monitor the results and make the right decisions to improve the situation.
Recruit and assess the Sales Force.
Conduct the yearly appraisal and ensure the Quarterly follow up.
KEY RESULT AREAS
Be responsible for managing a group of salesmen and saleswomen.
Be responsible for appointing each area and portfolio to one Salesman / Saleswomen
Be responsible for reaching Quantitative (KPIs) & Qualitative objectives (based on the followup of the appraisal)
Control the execution of the action plans, defined by each team member (according to the portfolio situation), as well as the activity and the productivity of her/his team.
Analyze the results (weekly, monthly and quarterly) of the Sales Team in terms of turnover, profitability, loses, margin, frequency, average turnover to make the right decisions to improve the situation if needed.
Plan and to organize her/his on the job activities in due time in order to meet all the Saleswomen and Salesmen at least one time per month.
Collect and communicate the Customer Demands, Needs and Expectations and then propose solutions or alternatives to them in a short terms view with the contribution of the Store General Manager and the Regional Sales Force Manager as well as the Target Group Managers.
Coach the Salesmen & Saleswomen on the job (not only in the office for some administrative tasks or quantitative measurements) to develop additional selling skill and to check the implementation of the right customer approach through the MM Mega Market selling technique (see 8 steps process).
Survey (deliver inputs, monitor) the market in order to know what Competitors are doing to allow MM Mega Market to react and to adapt its Strategy.
Recommend a course of action (not simply to tell or inform).
Work in close contact with Store General Managers. Floor Managers and Department Managers as well as the Target Group Managers.
Attend regular meetings with Regional Sales Force Manager at least one time per month.
Ensure transparency and respect of defined portfolio management rules.
Organize some specifics meetings with her/his team (at least one time one time per month) and the Store General Manager (at least one time per month). The Regional Sales Force Manager and the Head of Sales Force can attend such meeting too.
Involved in the recruitment and the assessment of the new corners. Responsible for searching successors and people with potential.
Communicate in due time and used all the tools that the company provides to facilitate her/his job.
Make sure and facilitate the communication, in each store, is established between the Sales Force and the Store staff
Reach the global objectives of her/his store/s in term f growth, cost, and staff competence development according to the following KPI’s: - Increase the number of the new buying customer (activation) - Increasing of the portfolios dedicated to her/his team. - Average turnover per customer for her/his district based on the portfolios - Items per customer - Customer Visit Frequency - Increasing of some specific departments according to her/his portfolio and specialization. This objective can be optional and depends on the strategy defined by the country. - Sales Force contribution to specific TGM campaign.
Develop the skills and the competence of her/his team by coaching, mentoring, supporting, evaluating and providing efficient feedback, trainings and all the appropriate actions which enable the sales team to perform.
Manage, motivate, train, follow up and control the activity and the productivity of the Sales Managers in order to optimize the results including the activity, availability rate and perform.
Ensure proper execution of TGM solutions, incentives and actions by fixing SF contribution expected in each campaign.
Implement and develop usage of SF Marketing plan, perform tool.
Monitor AF Performances and all solutions/ innovations/ incentives/ challenges proposed by TGM and SF Marketing plan
Report to his line manager and peer group specific campaign results on campaigns developed with TGM.
Coordinate the job of the TGM as well as the cooperation of the store staff.