Head of Sales Operation

1. Expected essential business activities from this position:

• Influence company strategies and business plans through market expertise and competitive assessment.
• Develop and align the full year trade marketing plan; quarterly review and update.
• Develop and implement the trade plan including display, sampling, activation and promotions to meet and exceed company expectation in distribution, visibility and sales.
• Develop POSM in order to deliver distribution and visibility objectives.
• Lead new-launch and re-launch campaigns in sales department.
• Evaluate and quantify each opportunity in various channels/regions for developing Bel’s portfolio.
• Manage trade budgets and allocations; ensures no overspending.
• Develop and align smart KPI’s to measure the successful of trade marketing programs; sets up the system to track the KPI’s and the implementation progress of trade programs by day/ week/ month at very basic level.
• Monitor and evaluate entire trade activities, new-launch/re-launch; evaluates both planning and executing.
• Lead volume forecast in sales department and align multifunctional resources to deliver numbers. Responsible for communicating volume forecasts.
• Build BI dashboard for serving different business purposes.
• Using data of DMS system to analyse and GTN budget management.
• RTM Management (analyse and optimize Route planning strategy and effectiveness by DMS system).
• Manage business effectiveness of channel operations (campaigns, activities, events, channel organization).
• Initiate new ideas and projects that lead to improving the mechanics, POSM’s in order to improve effectiveness of trade programs and efficiency of investment.
• Proactively plan and work with Sales Management, Marketing, Supply Chain, HR, Finance, and Industrial to ensure all programs are in line with the company strategies and other internal policies/ processes.
• Provide timely and accurately communication between the company, sales management, trade, distributors and distributor sales-force.
• Controls the investments which are more and more important in order to enable the development of trade and the efficiency of Investments.
• Ensure the trade marketing plans are ready for executions on time.
• Ensure the schemes are clear, applicable, balanced of nation-wide approach and local adaptation.
• Ensure the clear directions, clear planning template for RSM/ASM to build deployment plan.
• Ensure all levels of organization are understood by providing clear guideline, communication, and training.

2. Key performance indicators (goal setting process):

2.1 Qualitative

• Quality of trade programs calendar, trade plan, activity plan, scheme.
• Quality of sales development programs calendars.
• Quality of POSM, promo-items.
• GtN budget management, efficiency of investment.
• CAT (complete-accurate-timing) reports.
• Evaluation of plans and executions.

2.2 Quantitative

• Sales volume and sales growth in total by categories
• Distribution by categories
• In store visibility.
• The number and Results of trade programs.
• Sales Revenue/ Output/Market Share/Customer Complaints.
• Standardization of Distributors’ operations (through Health check result).
• Trade spending versus budget.
• Efficiency in merchandising program, usage of POSM in the market.