“瑪氏和你心意相通”
This role will lead development of business plan and investment strategy of overall Sales in Champion Petfoods China. Contribute to improve the execution and effectiveness of the sales organization through sales capability development and deployment/codify best practice to feed the growth drivers.
1.Business Planning and Efficiency Improvement
- Lead sales forecasting in sales team. Setup forecasting model, perform risk and opportunities variance analysis versus plan.
- Manage demand forecast – monitor forecast accuracy and work with cross functional teams to ensure product supply in line with demand request.
- Provide deep dive sales analysis to support sales head on business decision making; Contribute to co-create Sales execution strategy.
- Manage regular sales report in different dimensions (by time phasing/by customer/by pillar etc.)/
- Collaborate with internal and external stakeholders to drive SOP process improvement.
- Deploy sales management/customer management guideline and ensure alignment with company policy.
- Define and monitor clear KPIs to drive and measure sales execution performance and efficiency
2.Trade Management
- Develop overall sales trade plans and guidance, ensure effectiveness and efficiency of trade activities.
- Manage TP investment plan. Drive budget usage efficiency and maximize ROI achievement.
- Monitor execution of trade activities and KPI.
- Value chain management. Ensure healthy and balanced value chain to support sustainable business growth.
3.Customer management policy and process
- Be responsible for customer management policy and process design and development according to company and pillar sales & marketing strategy
- Evaluate and track to ensure the proper execution of customer management policy
- Lead the customer master data related process and work with Pillars to ensure the high-quality customer master data
- Be responsible for Customer agreement related process including T&C update to adapt to business needs, coordinate legal review and ensure contract signing completion etc.
- Route-to-market roadmap plan and recommendation for cross Pillar distributor collaboration model
- Distributor capability development module build-up through the design of successful customer profile design to fulfil company long term strategy
- Be responsible for providing forward-looking insights to guide customer management on areas of improvement for the business
- Optimize the design of internal and external sales operation process to drive high efficiency operation platform and deliver high performance business growth through collaboration with internal and external stakeholders
4.Capability Development
- Be responsible for Sales incentive program design, continuous improvement, execution and tracking to support Champion China KPI achievement in sustainable way
- Collaborate with Pillars to ensure sales KPI design and target setting well support Pillar target and Champion China target
- Be responsible for Sales recognition program design, continuous improvement, execution and tracking to
motivate sales team to drive Champion China Demand priorities
- Drive sales capability codification in partnership with cross-function teams to relentlessly improve sales execution model.
- Main contact to share, support and collaborate within sales team to optimize knowledge transfer, capability building and business integrity.
Sales incentive/recognition
5.Team Development
- Develop direct reports and build talent pipeline.
- Build a highly engaged and high-performance team.
-Bachelor’s and above degree in business or equivalent.
-10 years’ working experience in multi-national companies, Trade Marketing/EC Trade Marketing, Customer Marketing related functions' experience will be preferrable, at least 3-5 years’ experience in E-commerce; well-understanding of/experience in E-commerce business.
-Solid experience in sales planning, trade management and process management; Breadth of experience across sales function is desirable.
-Proven experience in cross-function cooperation; ability to collaborate successfully and lead multiple projects and teams.
-Excellent verbal and written communication skills in both English and Chinese
-Highly motivated, highly organized and results driven
