Sales Strategy and Development Specialist

7 days ago

Hong Kong, Central and Western District, Hong Kong SAR China Zespri International Full time
Responsibilities

The Area Sales Manager, Hong Kong Macau will be responsible for:

Sales Strategy:

  • Support the MDM Region to define Channel priorities and Roles, that align with the MDF stage for the market.
  • Understand the value chain in Hong Kong and support the MDM Region to develop the optimal RTM structure and the optimal balance of DKA & NKA to deliver the MDF ambition and targets.
  • Implement optimum Service/Partnership Models, for KA's and Distributors, to ensure fair value distribution across the value chain.

Category Advice & Shopper Marketing:

  • Collaborate with the Trade Marketing team and Distributors' Marketing teams to tailor consumer- and shopper-centric campaigns for our brands and products, ensuring they effectively achieve our shopper objectives (Penetration, Headspace, Frequency, Spend per Trip) in alignment with the guidelines set by the MDF.

Internal Business Planning:

  • Work with Trade Marketing to build an annual Sales & Marketing Calendar for Hong Kong, aligning all ATL & BTL activity to deliver maximum impact for our investments.
  • Leverage on analysis to understand & optimize efficiency of our investments and our impact on Shopper behavior (penetration/frequency, spend).
  • Build & Implement Joint Business Plans including developing KA Business plans and JBP's for key wholesalers and selected retail customers.
  • Tailor & Implement Range, Merchandising & Shopper Marketing Programs providing input to the MDM and Marketing to develop tailored activation plans & customer funds.
  • Implement Quarterly Business Reviews through running quarterly business reviews with key wholesalers and key retailers in the region to review progress against the JBP's.
  • Manage Weekly performance working with the key wholesalers in region on a day-to-day basis to ensure the weekly volume is achieved and all issues are managed effectively.
  • Educate the Distributor & Develop Skills implementing a structured program to educate the relevant people in the key wholesalers on Zespri, the Category, our Brands/Products.

Operational Excellence:

  • Forecast Demand by working with each wholesaler to understand their weekly demand requirements to feed into the Sales Forecast in a timely manner.
  • Manage Customer Inventory & Quality working with wholesalers to monitor pricing & supply in the market and to manage their order planning and fruit supply/inventory within and between seasons.
  • Handle Customer Sell-through & Orders with wholesalers on a day-to-day basis to ensure the volume sells through their business and that all orders are processed effectively.
  • Oversee Quality Claims & Minimize Fruit Loss by partnering with Operations and wholesalers to manage quality claims & minimize potential fruit loss by adjusting sales plans to sell through stock to avoid losses.
  • Manage legal compliance and contract ensuring that all distributors & wholesalers are legally compliant and are working to Zespri standards & expectations as per Contracts/Terms.
  • Manage Field Sales Force Coverage/ Scheduling & Briefing of the monthly/weekly activity plan (the range/displays/promotions/activations Zespri want executed).
  • Deploy In store Activations & work with selected retailers to ensure full implementation of the Activation Plan in store, including promotions/events, merchandising, POS/Brand Visibility and select the optimum retailers and outlets for sampling.

About You

  • A strong background in Key Account Management or Trade Marketing/Marketing.
  • A Bachelor's Degree in related fields.
  • 4-6 years of experience in FMCG Sales, including Key Account (KA) Sales roles, and ideally in Trade Marketing/Marketing.
  • A strong understanding of strategy and its execution in the Hong Kong market.
  • A strong financial and commercial acumen.
  • In-depth experience with Category Management and the ability to implement a category-centric go-to-market approach.
  • Proven experience in managing diverse retail customers and/or selecting and developing multiple distributors to build mutually beneficial partnerships and drive long-term growth.
  • Experience in developing customer plans and executing trade and shopper marketing programs with excellence.

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