Position Overview:
This role is based in Hangzhou City.
Plan and be actively participate in the whole cycle of bottler field activities, including diagnosis of the business situation, strategic and tactical planning, sales analysis, program design, program implementation, evaluation, attainment of sales targets and required corrective measures. To work closely with bottler, with the support from Operation Director, to align the business direction with counterpart and then maximize profitable sales volume.
Function Related Activities/Key Responsibilities:
Strategic development of Annual Plan
- To formulate, develop and agree Territory Business Annual Plan with bottler counterpart, aligned with overall Company strategy to achieve annul objectives in assigned area sales volume and market share.
- Get commitment with responsible territory on BAP.
- Work with the bottler in implementing the programs designed to drive the profitable volume growth.
Successful implementation of Annual Plan
- Monitor the sales performance and review progress with the bottler on a regular basis. Identify potential volume and revenue opportunities. Recommend sale incremental plans on the active exploitation of all market opportunities in bottler sales territory.
- Responsible to support bottling partner to deliver annual business target and to ensure winning value share and execution in local markets
- Monitor and analyze daily area sales information, competitor activity and market share data, and develop necessary action plans as appropriate
- Work with Frontline Marketing to assure that the market is properly covered with effective inside and outside advertising. Ensure that local and national promotions are executed successfully by the bottler in related channel.
- Work with Commercial Integrator to implement commercial strategy and national commercial plan in local markets.
- Agree and monitor the DME expenses based on aligned sales budgets with bottler. Review and recommend on all funding requests made by the bottler to ensure well spending.
- Explore market opportunities through interpreting various sources of internal and external intelligence and information,
Achievement of in-outlet execution targets as defined by company standards
- Support the set up and maintenance of efficient, effective route structure for the bottler territory. Review periodically the sales progress by channels and key outlets in the market.
- Develop an accurate outlet classification and database.
Develop operational capabilities of subordinate(s) and bottler personnel.
- Establish professional working relationships with the bottler and key third parties.
- Develop territory operation team capability to support the business needs.
Requirements:
1. Relevant experience of 3+ years, preferably in the FMCG industry, have solid knowledge of Marketing and Operation, Over 6 years business management skills.
2. Balances Immediate and Long-Term Priorities: Seeks to meet critical objectives while considering the impact of those decisions and activities on the ability to achieve long-term goals.
3. Drives Execution & Delivers Results: Focuses on the critical few objectives that add the most value and channels own and others’ energy to consistently deliver results that meet or exceed expectations.
4. Imports and Exports Good Ideas: Relentlessly seeks shares and adopts ideas and best practices in and outside the Company and embraces change introduced by others.
5. Negotiation & Influencing: Coaching & Motivation Exploring alternatives and positions to reach outcomes that gain all parties’ support and acceptance.
6. Project Management: Ability to manage projects to ensure successful delivery.
7. Create Value Driven Activities, Access Quality Standards, Revenue Management Merchandising Improvement.
8. Good Strategic Business Planning skill. Identify Profitable Volume Targets & Portfolio Management.
9. Develop and Manage Channel, Understand Value Chain Implications. Build System Distribution Capabilities.
10. Understand Consumer Insights, Business Health Analysis.
11. Excellent written and oral English & Chinese skills.
12. Bachelor’s degree & above.