Area Sales Manager (Northeast)

Area Sales Manager (Northeast)

Job Purpose

• This position is responsible for managing distributor business in the assigned sales territories by building business partnership with distributors to achieve profitable growth both to the company and distributors, providing training and coaching distributors’ sales force to equip in market with professionalism and ability to manage existing stores and develop new stores, conducting business plan and business review with distributors mainly in terms of numeric distribution, sales performance and distributor operation.
• Do a basic analysis of sales data and providing recommendations to distributors to drive business results and maintain business advantage in the market.

Job Responsibilities

Principle Accountability 
1) Manage sell-in performance of distributors
- Work Closely with distributors, CREDIT,  PRE-SALE teams to boost sales performance, help distributors develop indirect stores to create a demand in market and also to ensure that Distributor can achieve Target and secure sustainable growth in business.

2) Manage sell-out performance of Sales team
- Monitoring Sale performance to ensure in business achievement by working closely with CREDIT SALES, Route Supervisor and PRE-SALES by focusing sales-in to store and monitoring on store off - take & also drive distribution both in-width and in-depth distribution based on business direction in shop type.
- Strategically manage top credit customers aligned with trade marketing activities.
- Leverage territory insight and explore to new channel penetration for selling opportunity.

3) Recommend and advice in improvement of distributor’s operations
- Warehouse and inventory (Stock Cover Day).
- Customer service (Logistic Routing).
- Accounting (Monitoring on Debt).
- System support for invoicing, reporting and data processing and support distributors by conducting meetings and communication sessions with distributor owners and team.
- Communication of messages and updates from BSTT to distributors.

4) Sales Capability development in terms of Coaching and training distributors’ sales teams in order to enhance their professionalism and performance especially in the sales process and selling skills.
- Develop and coach Route Supervisor to be a territories expertise to control on effective territories routing to achieved store coverage.
- Monitor Visit and call targets.
- Monitor on On-time payment collection and process.
- Report (such as order processing, scorecards, market reports).
- Recommend how to make "In Store Excellent Execution".

5) Monitor DSO performance of distributors in the following areas:
- Payment by distributors to BSTT must be carried out on time.
- Monitoring term of payment from indirect stores to distributors. Payment must be carried out according to the process and timeline.
- Monitor Distributor’s PRE-SALES about deposit payment cheques collected from indirect stores in the bank account and return all documents to distributors on time.

6) Initial set up and support
- Setup distributor operation and team during initial go live.
- Support RS with training and in field coaching with SR during initial go live.

7) Others
- Follow company regulations and all implement standard system.
- Other responsibilities as per Company assigned.

Skills and Experience

- FMCG experienced will be an advantage.
- Positive attitude, Service mind, Honest and Reliable, Good co-ordination personality, Creative thinking.
- Good co-ordination in team work, Team leader skill is advantage.
- Problem solving skill, good analytical skill, business mind, profit P/L oriented, ROI and knowledge in budget management view.
- Able to travel in up-country area.

Our Commitment

At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success.  We are committed to fostering a diverse, equitable, and inclusive workplace, where all individuals have a sense of belonging and can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other characteristics.
 
Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply.  We encourage you to raise any accommodations needed to be at your best during the application process and we will endeavor to support.  Together, we can cultivate a workplace where everyone can thrive and propel our purpose of “Inspiring the Brilliance of Life”.