Under the supervision of the Regional Sales Manager (RSM), develops Green Cross, Inc.s (GCI) business by managing assigned distributors in the territory, extending implementation of company direction and strategies in achieving the sales target; collaborates with Customer Service Representatives, Finance Department staff and Systems Department staff.
DUTIES AND RESPONSIBILITIES :
1. Oversees implementation of sales policies, programs, plans and activities by the assigned distributor and house accounts by:
- Communicating to and liaising with distributors on matters relating to company directions and sales objectives.
- Setting up distributor operations, systems and procedures (in relation to work planning, detail work and proper coverage planning).
- Ensuring distributors compliance with Distributor Capabilities Performance Standard (DCPS), contracts, memorandum of agreement (MOA), and projects (vendor-managed inventory or VMI, Shift, etc.) set by the company.
- Evaluating and restructuring the coverage plan as needed.
- Ensuring distributor compliance with timely and accurate submission of reports.
2. Monitors and evaluates business performance of assigned distributor and house accounts by:
- Training/coaching the distributor sales personnel, distributor sales specialist (DSS), Operations Manager (OM), and Logistics.
- Auditing the operations of the distributor sales personnel through store checks, operational audits, and operational contacts.
- Setting, deploying, monitoring, and ensuring objectives for the unit and per distributor sales personnel through a monthly cycle meeting and weekly progress follow-up.
- Following up on the execution of agreed cycle activities leading to the achievement of the objectives.
- Conducting business review with the distributor.
- Ensuring the completion of the distributor's scorecard objectives including reach, calls, productivity, merchandising, pricing targets and the business plan requirements.
- Monitoring the distributors monthly claims and setting up reconciliation, if necessary.
- Monitoring, evaluating and ensuring effective management of distributor's top accounts (at most 20 accounts).
- Conceptualizing, implementing and monitoring trade and consumer promos based on approved budget.
3. Ensures the continuity of the business even in the absence of a distributor by taking responsibility for the unit's volume.
4. Analyzes the distributor sales performance – market share per category, distribution per channel, competitor insight, top accounts performance, operational parameters, and makes recommendations on how to improve, grow, defend, and maintain the business.
5. Submits weekly reports on agreed schedules.
6. Takes responsibility and accountability for the security and proper use of all assigned Green Cross, Inc. resources including but not limited to company car, funds, documents, working supplies, and others for business purposes.
7. Performs other functions which may be assigned by immediate superior either in support of divisional goal attainment or for his/her personal or professional training, education or development as programmed by his/her superiors.
QUALIFICATIONS:
- Bachelor's degree in Business, Marketing, Management, or any related field; candidates with strong academic credentials are preferred.
- Experience in sales, particularly in a General Trade environment and distributor management, is an advantage.
- Demonstrates strong business acumen and commercial awareness.
- Possesses excellent analytical, problem-solving, and critical thinking skills.
- Familiarity with the assigned territories or market areas is preferred.
- Proficient in Microsoft Office applications, particularly Microsoft Excel.
- Excellent written and verbal communication skills with the ability to build and maintain professional relationships.
