Job Objectives

• A key player in the success of the implementations of the Promasidor GTM/SFA solution towards creating ownership and relationship with secondary channels
• Provide inputs into the development and implementation of the Key Distributor strategy for PNG and step change in the way our distributors operate.
• Implementation of strong and sustainable DB plan with effective and efficient territory coverage (Open Market & Non-Open Market) DDCC will work with Regional Sales Teams and Supply Chain for an effective delivery of the agreed DB KPIs (distribution, volume and profit objectives)

Key Responsibilities
GTM-SFA:

• Key player in the implementation of Promasidor GTM-SFA solution – from Testing to Go Live

Lead GTM implementation – from Test to Go Live:

• Lead UAT, Validation and deployment of GTM
• Drive adoption by all users by implementing capacity planning, trainings, refreshers, dashboards, incentives schemes
• Perform support services during and post Go-Live providing the crucial links between development and users to deliver on timelineso Drive necessary follow-up on sign-off

Deliver post Go-Live Support/as the knowledge base and go-to-person for solutionso Provide on the spot support: minor configuration, settings changes:

• Be the focal point of escalation for the users
• Manage all incidents from initiation to closure
• Manage master data
• Implement training and refresher tools and processes
• Create and manage new reports as may be required
• Generate and share regular updates

DB Strategy:

• Drive and follow up DB infrastructure developmentVans, Warehouses, Administrative Systems, etc.
• Manage effectively the PNG distributor programs and associated schemes
• To appropriately budget for resources –manpower or material required to deliver the sales objectives

DB Performance Tracking and Management:

• Collate, analyse and produce accurate reports on all distributor development activities end to end (Retail coverage KPIs, Supply Chain KPIs, new trade terms impact value chain layers (ADs, Distributors, Wholesalers, Retailers) and propose in depth analysis for corrective actions
• Collate and analyse Business Health Check for credit customers on a weekly basisConduct spot checks to verify reportRecommend corrective measures
• Prepare weekly and OD (On Demand) analysis and reporting of national retail operation - VSR/OMSR
• Track retail performance against stated KPIs – Revenue target, Distribution, Contact and Coverage, Productivity and Downtime
• Conduct diagnosis of DB organisation, develop and track implementation of action plan in conjunction with Field Sales Team
• Monitor and ensure DB Management Tools are in place, utilized and updated as required – JBP, Wholesaler & Retailer database etc.

Job Requirements

• First Degree in any discipline
• Computer literacy (MS Word, Excel, PowerPoint)

Experience:

• Minimum of 5 years’ experience in Sales/customer management customer role with a good understanding of Sales Force Automation (SFA) & Key Distributor management

Knowledge & Skills:

• Sales
• SFA/Operations
• Route To Market
• Commercial Planning/P&L
• Project Management

Functional or Technical Skills:

• Sales Operations
• Leadership and Influencing
• Communication
• Customer Service