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Job Description

Vice President - Customer Development(Job Number:160572)

Description

Role:
Ensure that strategic plan and AOP of Key Account, Modern Trade are strongly support company vision and sales
direction.
Fully responsible for developing and sustaining Sales Capability, GTM model, Sales Best Practices Tools and
Distribution net-work to ensure they well support and are appropriate with business growth for both long term and short
term. Ensure those implementation, stabilization and sustainment at all locations.
Ensure that the AOP and strategic plan are well delivered thru building, coaching & developing talents
Responsible for planning and leading of execution of Marketing Equipment Management activities nationwide
Accountabilities:
1. Grow volume, revenue and share in Key Account & Modern Trade channel:
Develop Strategic plan and AOP with alignment to sales direction and business growth
Develop, sell and execute eective CDAs with identied customers
Develop Join Business plan with key Customers in short and long term strategy
Develop and monitor revenue management and category development in MT and KA channel.
2. Go-to-market strategy and implementation:
Continuously evaluate SPVB distribution network (protable size, viable distribution models like: Distributors, Agent,
Assisted Agent.) to re-dene and develop the viable distribution model to support GTM strategy
Quarterly analysis distribution system of competitors and ne tune SPVB distribution system to sustain distribution base
and strong competitive in market.
Monthly evaluate and work with VP-Sales/ Sales Director (SD) through GMT scorecard to build action plan with SD by
Location
Annually develop the right GTM solution and more productivity to support business sustains growth.
Analyze and evaluate the infrastructure and organization capability of Distributor system and building development plan
to ensure all Distributors able to growth with SPVB business plan year on year.
Rolling evaluates the current infrastructure and capability status of Distributors to build annual upgrade plan for exist
Distributors.
Develop and provide sales best practice tools in TT channel to improve productivity of sales eld operation and
Distributor system
Be responsible for sales policies and principles (TU) compliance and development of capability development roadmap
for each level of Sales
Upgrade TU plus to TU Advance and full apply in sales system.
In charge of sales recognitions and rewards program

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9/7/2016

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Continuously innovative and creative on sales intelligent solutions through DMS to improve time to sales and cost to
serve of distribution system.
Handling DMS project to apply for SPVB distribution net-work.
Annually build up Sales intelligent Solution to match with business requirement.
3. Marketing Equipment Management & Innovation:
Develop clear & eective strategy plan for MEM and ensure MEM activities/initiatives are well managed to support SPVB
competitiveness level
Ensure the best-in-class customer service through leading & coaching the team on execution plan.
Ensure the highest utilization of assets through improving stock eciency, minimizing corrective maintenance, managing
R&M budget etc.
Introduce new & appropriate models of equipment to support Sales timely react with competitors and be ahead of curve
to satisfy the needs/ insights of customers.
Improve and sustain best practice processes & systems for simplication while meeting key control requirements.
Ensure safety practices are well complied & implemented by all MEM Team, especially technicians.

Qualications

Bachelor or Post-graduate degree, major in Marketing/ Economics/ Commerce are preferred

At least 10 years experiences of Sales management level in FMCG
Strong knowledge and experience of setting up/ building Distribution System and Distribution Capability
Strong knowledge and experience with Organized Trade channel
Wide understanding of Business overview & strategy
Strong communication/ facilitation/ interpersonal/ leadership skills to be able to communicate eectively with all
levels of employees and management
Strong analytical, problem solving skills
Good English & Computer skills (MS Oce)

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