Sales Supervisor B2C (Đồng Tháp_An Giang_Vĩnh Long)

Sales Operations & Execution

To plan and execute Sales activities to deliver Sales performance for short-term (monthly and quarterly) under annual Operating plan and Sales strategic plan

• Execute the detailed actions plan by monthly and quarterly to deliver volume.

• Monitor sales performance, track results against plans, and implement corrective actions to bridge the gaps (if any).

• Drive sell-out through existing outlets and support new outlet development

• Execute trade loyalty programs for key B2C Customers (e.g: IWS and Garages,…).

• Manage customer engagement (what actions: handle complaint of distributors, VOC…) and prospective development, including but not limited to scheduling and conducting regular customer visits.

• Ensure compliance with the company sales processes, guidelines, and standards.

• Provide regular sales reports to the Regional Sales Manager

Distributor Management

• Propose selecting qualified distributors.

• Build relationships with, and manage appointed distributors

• Ensure distributors maintain healthy stock and provide necessary support.

• Monitor distributor performance against agreed targets and implement corrective actions as needed, provide feedback, and implement improvements.

• Conduct sales training sessions for Distributor Sales teams (DSRs) to enhance their selling capabilities.

• Assist distributors in managing their finances effectively and identifying opportunities for mutual growth

• Key Account Management (Diamond, Gold) or their only one Distributor

• Work closely with distributors and update their capability, finance, and P&L on timely basis to ensure a proper analysis and action plan to improve distributors’ effectiveness & efficiency, reduce risk and ensure that the operations of distributors are efficient and effective.

• Ensure the DSR team and distributors to have excellent execution of all trade marketing programs…

• Supervise retail outlet network and sales out report of distributor closely to find out and prevent CBS/ PE.

Territory Development & Reporting

• Define and map the sales territory geographically, segmenting it based on factors such as customer density, market potential, and competitive landscape

• Develop and implement sales plans and strategies to maximize coverage, penetration, and sales volume within the assigned territory

• Analyze sales data, market trends and competitor activity to identify growth opportunities.

• Analyze sales performance (SI/SO/KPIs) by product, customer, and other relevant factors.

• Survey and update demand forecast (by dealer, by SKU) based on market information and reports to the Regional Sales Manager.

• Monitor sales fluctuations and deviations and implement strategies to address them.

• Support distributors in expanding their active retail outlet network.

Sales Capability

• Manage, train, coach the Salesman/DSR team to success with a professional way and under company’s procedure to achieve and exceed sales targets.

• Foster a collaborative and high-performing team environment.

• Conduct regular field visits with DSR as approved working plan by RSM, to provide on-the-job training and performance feedback.

• Ensure the sales team effectively utilizes the sales process and tools, including SFA (Sales Force Automation) and DMS (Distributor Management System). Including: check in/ out of distributor and customer, market report, meeting minutes, training & coaching DRS, working plan, …

• Set up weekly work plan, monthly work plan and get approval from RSM;

• Do effective weekly reports and monthly reports as well as sales team management with weekly and monthly meetings.

Qualification & Certification

• Bachelor's degree in business administration, Sales, Marketing, or a related field

Background & Experience

• At least 3-5 years in the same role. Experience in similar industries (lubricants, automotive) is a plus

• Good English communication is plus

• Proven experience in managing a sales team and achieving sales targets.

• Proficiency in using sales tools and technology, including SFA and DMS, for excellent execution

• Strong analytical and problem-solving skills

• Ability to analyze sales data (SI/ SO/ coverage/ inventory/ P&L…)

• Experience in implementing sales strategies

• Understanding of different sales channels, particularly B2C/ GT.

• Experience in managing and growing sales teams.

Key Functional Competencies

• Market and Industry Understanding

• Product Knowledge

• Distribution Channel

• Sales Process and Selling Skills (Sales Fundamentals)

• Customer Centricity

• Key Account Management (Diamond, Gold)

• Basic MKT Knowledge & Metrics (Brand & Trade)

• Data Analyst

Key Inter-Personal Competencies

• Communication Skills

• Negotiation skills

• Adaptability and Resilience

• Problem-Solving

• High pressure and enthusiasm at work

• Highly self-disciplined

• Technology Application

Leadership:

• Coaching & Team Development (DSR /subordinate)

• Ability to motivate and inspire a sales team (DSR /subordinate)