JOB SUMMARY
To define route-to-market strategy and distributors remuneration scheme & KPIs for Glico product portfolios and support Sales GM and Head of TT to provide guidance and assess distributor performance (Business and Financial KPIs/people capability) to improve P&L’s effectiveness and develop distributor capability. Also, identify business opportunities and initiatives for new segments/channels and leading the business feasibility.
Key ROLES and Responsibilities
1. Define Route-to-Market Strategy and Solutions
o In-depth understanding of market/region landscape and route-to-market structure.
o Develop route-to-market strategy and solutions to grow Glico product portfolios in TT market and drive Glico
sustainable growth and profitability.
o Understand and analyze in distributor P&L including price value chain and able to recommend and improve profitability
via all business activities in the fields.
o Provide guidance and solutions to improve sales fundamentals and in-call execution
o Lead business development initiatives and feasibility for new segments/channel and develop the key growth plan.
o Develop selling process with specific approach by different areas/regions.
2. Lead Distributor Development and Management
o Create and develop distributor networking and relationship across existing distributors and recruit right partners in
strategic locations with compelling business proposal.
o Develop business standard requirements (cash flow, organization, infrastructure and market expertise) to meet route-to-
market strategy.
o Set up distributor remuneration and right KPIs to drive business satisfaction and ensure that sales structure and P&L
are up-to-date and competitive as market situation.
o Drive and monitor distributor performance assessment and ROI to improve distributor capabilities and operation
efficiency.
o Improve the efficiency and and effectiveness of the Route-to-Market models and Glico Distributors’s Satisfaction and
understanding the gaps between strategic intents and execution and balancing cost-to-serve and margin generation.
3. Drive Distributor & People Capabilty
o Lead and drive strong distributor capability and sales engagement by field sales coaching and recognition programs.
o Work with Head of TT and ASM to study, pilot and/or implement activites to develop field-based sales team and drive
solutions to improve sales capability and salesforce effectiveness.
o Analyze and evaluate training needs/gaps on an on-going basis to keep training current, effective and result driven.
o Develop an induction program for new distributors/salesmen.
o Build loyalty and be proud to become a part of Glico Family.
QUALIFICATION AND EXPERIENCES REQUIREMENTS
• Bachelor’s degree or higher in Business Administration, Marketing or related fields.
• Minimum 8 years of working experience in Distributor Management, Field Sales Management and Sales Capability
Development with proven success
• Good Understanding of channel structure and opportunities by region
• Experience in expanding new business using distribution channels
• Strategic thinking and planning with strong commercial acumen and analytical skills
• Self-motivated team player with the ability to work independently and sense of ownership
• Able to build relationship and collaborate with distributors & sales team and convince all stakeholders to align
• Strong interpersonal, communication and influence skills.
• Able to travel periodically to UPC and working in flexible schedule
To define route-to-market strategy and distributors remuneration scheme & KPIs for Glico product portfolios and support Sales GM and Head of TT to provide guidance and assess distributor performance (Business and Financial KPIs/people capability) to improve P&L’s effectiveness and develop distributor capability. Also, identify business opportunities and initiatives for new segments/channels and leading the business feasibility.
Key ROLES and Responsibilities
1. Define Route-to-Market Strategy and Solutions
o In-depth understanding of market/region landscape and route-to-market structure.
o Develop route-to-market strategy and solutions to grow Glico product portfolios in TT market and drive Glico
sustainable growth and profitability.
o Understand and analyze in distributor P&L including price value chain and able to recommend and improve profitability
via all business activities in the fields.
o Provide guidance and solutions to improve sales fundamentals and in-call execution
o Lead business development initiatives and feasibility for new segments/channel and develop the key growth plan.
o Develop selling process with specific approach by different areas/regions.
2. Lead Distributor Development and Management
o Create and develop distributor networking and relationship across existing distributors and recruit right partners in
strategic locations with compelling business proposal.
o Develop business standard requirements (cash flow, organization, infrastructure and market expertise) to meet route-to-
market strategy.
o Set up distributor remuneration and right KPIs to drive business satisfaction and ensure that sales structure and P&L
are up-to-date and competitive as market situation.
o Drive and monitor distributor performance assessment and ROI to improve distributor capabilities and operation
efficiency.
o Improve the efficiency and and effectiveness of the Route-to-Market models and Glico Distributors’s Satisfaction and
understanding the gaps between strategic intents and execution and balancing cost-to-serve and margin generation.
3. Drive Distributor & People Capabilty
o Lead and drive strong distributor capability and sales engagement by field sales coaching and recognition programs.
o Work with Head of TT and ASM to study, pilot and/or implement activites to develop field-based sales team and drive
solutions to improve sales capability and salesforce effectiveness.
o Analyze and evaluate training needs/gaps on an on-going basis to keep training current, effective and result driven.
o Develop an induction program for new distributors/salesmen.
o Build loyalty and be proud to become a part of Glico Family.
QUALIFICATION AND EXPERIENCES REQUIREMENTS
• Bachelor’s degree or higher in Business Administration, Marketing or related fields.
• Minimum 8 years of working experience in Distributor Management, Field Sales Management and Sales Capability
Development with proven success
• Good Understanding of channel structure and opportunities by region
• Experience in expanding new business using distribution channels
• Strategic thinking and planning with strong commercial acumen and analytical skills
• Self-motivated team player with the ability to work independently and sense of ownership
• Able to build relationship and collaborate with distributors & sales team and convince all stakeholders to align
• Strong interpersonal, communication and influence skills.
• Able to travel periodically to UPC and working in flexible schedule