Regional Sales Manager

2 weeks ago

กรงเทพมหานคร, Thailand Unilever Full time

**Business Context and Main Purpose of the Job**

Customer development - LMT Regional sales manager is a core thrust of Unilever. The customer development team is broadly split into General Trade and Modern Trade. General Trade contributes to 57% of UTT sales nationally. Winning in General trade is crucial in sustaining top line and in ensuring competitiveness through growing market share nationally.

This role is part of the General Trade team. The person will play a crucial role in accelerating growth in Local moder trade business. Additionally, the person would play a crucial leadership role in the development of future leaders of Unilever.

**Main Accountabilities**:
Building business and Profitable Growth: Fully responsible of Managing the business growth, profitability, and business health in the Region. Develop and execute sales strategies and plans to achieve the company's sales targets in the local modern trade channel within the assigned area.

**Category Planning**: As the Region lead for a defined set of territories/ categories, it is critical that the RSM facilitates two-way dialogue between field teams & categories to ensure right set of inputs are put in place for accelerating & sustaining growth. This includes flawless launch execution, S&OP discussions, NGDMS metrics utilization, target setting/tracking etc. The RSM also needs to keep a close track of market share data and must arrive at key findings (both quantitative and qualitative) and category plans accordingly. It is very critical to analyse gain/ loss in shares to identify opportunities in pack / price / benefit segment shifts.

**Leadership & Coaching**:The RSM role is a key leadership role with Deputy RSM/ ASM and ASE reporting into him/ her. The RSM is responsible for managing the team, motivating them, and getting them & their extended Field Force teams to deliver their metrices. He/She needs to understand the working style and strengths and weaknesses of each person to get them to reach their potential and needs to provide training & developmental inputs on a continuous basis. Resources identification and ensure the right resources availability is critical with right level of recruitment / training.

**Cross Functional inputs**:The RSM plays a key role in alignment and appreciation across functions. He ensures effective S&OP discussions with the CCD/ Cat Ops, effective discussions with CD Ops to facilitate smooth operational workflow, discusses TTS & other financial inputs with the finance team and works with the HR team for successful people management.

**Customer capability & care**: The RSM is responsible for the improving the quality of customers and ensuring that the customer programs are planned & executed effectively. Conduct business review monthly, quarterly with customer and team to find more opportunity for growth. Building strong relationship with key accounts in the region.

**Ensuring controls & financial hygiene**:Developing and managing regional sales budget and control expense. Total Regions (collective BP) check on system hygiene and BP health to be tracked.

**Qualifications**:

- Bachelor’s degree or Master’s degree in marketing or related field.
- Overall, Sales & Marketing experience with customer facing role at least 7+ years.
- Experience in leading teams is critical.
- Good command of English

**Desirable**:

- Experience in marketing, Trade Marketing is desirable.
- Experience and strong track record of success with prior experience in a regional sales role.

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