GOALANDKEYACCOUNTABILITIESTheOfflineSalesManagerRetailisaccountableforgeneratingrevenueandmeeting/exceedingAOPsalestargets.He/shetranslatesandlocallyimplementstheglobalsalesstrategyinordertoachieveitsshortandlong-termsalesgoalsinChina.He/sheisaccountableforthedevelopmentandexecutionofnewaccountsandsalesplansinordertoensurethattheoverallgroup’ssalesvolumeandprofitabilityobjectivesaremet.TheroleisresponsibleforleadingtheChinaOfflinesalesteam.MajorresponsibilitiesincludefieldsalesofallChinaregions,nationalandregionalkeyaccountmanagement,distributorsmanagement,newchannelsdevelopmentandmanagement(whereapplicable),salescapabilitiesandoperations.Responsibilities/Keyactivities-IsresponsibleforrealizingChinasalesresultsvs.AOPtargets-Isresponsibleforleadingthesalesteam(includingfieldsalesandaccountmanagement,distributorsmanagement,developingandmanagingnewsaleschannels(whereapplicable),salescapabilitiesandsalesoperation,etc.-Executesgeneralpricing,promotionalpricingandtrademarginswithinguidelines-Appliescentrally/APACregionallydefinedSales/CustomerStrategyandSegmentationtoChinamarkets.-DrivetheplanningofAOPOfflineSalesprocess;ownandexecute/achieveAOPtargets-Definesaccountplanning,prioritizationofinitiativesandnegotiationapproachforlocalkeyaccounts,andmonitorsprogressonaccountplan.-Isaccountablefornegotiationandcontractingwithalllocalaccounts,includingtradeallowancesandothercontractualconditions,withintheconstraintsofcentral/regional/countryguidelinesandcustomerselectioncriteria.-Providesinputforshopperinsightsandstrategy,promotionguidelines&POSdisplaystandardsanddeploystrademarketingstrategytowardscustomers.Plansanddevelopslocalpromotionsandtrackspromotioneffectiveness.ExperienceMusthave:-Atleast8-10years’experienceintheFMCGindustry.-SeniorSalesandSalesManagementexperience.-Proventrackrecordinthemanagementofofflinesalesteams.-Abilitytomanageachangingworkloadinadynamicdeadline-drivenchangingenvironment.-Demonstrateddrive,confidenceandrisktaking.-Experienceinworkinginacomplexcorporatestructure.-Provenabilitytoanticipateneedsandinitiateaction.-GoodEnglishcommunicationskills-Can-doattitudeinchallengingmarketenvironmentNicetohave:-Coffeeandbeverageindustryexperiencedefinitelyisaplus-KnowledgeorexposuretoonlineorChina’snewretailsales
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