Title:  General Manager Sales & Marketing

Job Summary

Formulate and oversee implementation of commercial strategies and plans to achieve the Net Sales Value (NSV) targets for assigned businesses/territories and overall business objectives.

General Responsibilities

• Oversee and manage departmental operating budgets and costs according to annual allocation to ensure efficient usage of resources
• Formulate overall commercial channel and category strategies for the entire product portfolio
• Develop sales and marketing strategies for individual products in consultation with the clients
• Collaborate with Business Development to ensure portfolio growth and succesfull onboarding of new clients
• Establish and monitor key performance indicators to manage geographical territories' performance
• Oversee the development and implementation of short and long-term sales plans and ensure field marketing is fully utilized to deliver best in class instore execution
• Supports the Joint Business Planning and Warehouse planning session with clear category and client programs
• Drive overall sales activities and introduce new/improved strategies and plans based on anticipated changing markets and trends
• Oversee pricing and contract negotiations with key customers to facilitate sales agreements and achieve targeted margins
• Anticipate competitors' "go-to-market" strategies/plans.
• Drive new/enhanced product solutions to best address customer needs
• Owns the on sales forecasting and reporting processes/activities according to our drumbeat
• Strategize customer base expansion based on effectiveness of sales strategies/plans
• Drive a culture of continuous improvement on sales processes, sales plans, customer satisfaction and promotes a growth mindset
• Monitor department net operating capital and drive prompt payments by customers as well Accounts Payable aging clearance with Clients.
• Establish customer issue resolution processes to ensure effective closure of issues
• Develop and build long-term strategic relationships with key customers to achieve business objectives
• Collaborate with cross-functional leaders in anticipating client needs, defining and leveraging cross product / industry business opportunities
• Set direction and cascade team/function goals to ensure goals are well-defined and clearly communicated
• Drive and manage learning and development of team in the area of Field Sales and DKSH behavior to achieve team/function goals

Functional Skills and Knowledge

• Minimum ten years’ experience in a similar industry
• Minimum five years’ experience in a managerial capacity
• Demonstrate advanced knowledge and understanding of the industry/market/competitors/customers
• Proven customer development/account management experience in Fast Moving Consumer Goods
• Ability to build rapport with key clients and handle multiple client accounts
• Demonstrate a general understanding in all aspects of supplier and customer relationship management including supply chain, field marketing and branding
• Demonstrate advanced research and analytical skills
• Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
• Demonstrable experience in negotiating and meeting clients’ requirements
• In-depth understanding of sales performance metrics
• Demonstrate fluency in English, both written and spoken

Education

Degree or professional qualification in Business Studies/ Marketing/ Economics or a related discipline.

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