Customer Development Team Leader
4 days ago
No Relocation Assistance Offered
151787 - Bangkok, Bangkok, Thailand
**Position: Position: Team Leader - Customer Development**:
**Channel**:Vet Clinic/Pet Shop/Animal Hospital
**Reports to**:Commercial Manager - Hill's Thailand
**Location**:Bangkok/Central, Thailand
**Job Summary**:
Mentor, develop and manage the vet channel sales team members and sales processes in territory in accordance with the company’s annual business plans and priorities. Increase sales, profits and market share in territory by providing a motivated, effective and professional sales force. Ensure the effective use and roll-out of 6 Steps to Win selling techniques through field mentor and ride-withs. Execute sales promotions and marketing programs through your team to achieve revenue and expenditure budgets. Work with Commercial Manager to lead key wholesaler relationships, channel development opportunities and category management in your area.
**Role & Responsibilities**:
35%:
- Ensure team plans activities to improve contact with stores showing most potential for nutritional business development and implement annual business development plans for specified stores through team
- Ensure compliance by team with all administrative policies and procedures, such as call reporting, contact management, expense management, car policy, and code of conduct
- Represent Hill’s at meetings/conferences
**30%**:
- Ensure delivery of sales and promotional objectives and KPI’s for wholesalers as advised by Commercial Manager. Ensure strong partnerships with pet wholesalers to achieve strong support for Hill’s sales, distribution and new product plans. Ensure timely supply of sales data.
- Implement plans to ensure optimized sales coverage and call frequency for the field team. Review and update classification of customer base at least annually implementing changes as appropriate
- Chips in to the Commercial channel planning with preparation of promotions and activities (internal)
- Working with Commercial Manager, establish individual sales objectives and KPI’s for all direct reports to include:
Territory coverage, New distribution, Increased shelf space, Display/merchandising, Volume
- Ensure sales team develops and maintains high standards of knowledge in canine and feline nutrition and Hill’s business initiatives through training, self-study and market evaluation
**15%**:
- Ensure effective process and execution of sales and promotional programs:
- Veterinarian and staff endorsement of Hill’s products and services
- Acceptance, distribution and sales of new products
- Increased distribution of existing product lines
- Establishment of shelf space at least equivalent to share of Hill’s products within state
- Increased sales of Science Diet and Prescription Diet
**10%**:
- Facilitate communication and learning across sales force, working with other FSM’s and team
- Focus on continuous improvement and delivery of global standard methodology
**10%**:
- ** Conduct effective and professional first round performance reviews and development plans**:
- Stay on top of trends in the vet retail profession and of driven activity and report on new activating to NSM
**The role as Go-to-Market Project Manager**:
Lead the project management process and execution for the end-to-end go-to-market change in Thailand. Responsible for tracking project progress against achievements, issuing status reports & collaborating closely with multiple stakeholders. This job ensures that commercial projects are successfully planned, supervised, and executed, and issues are raised as vital.
**Commercial Project Management (80%)**:
- Build and manage critical path timelines for projects with clear accountabilities, dependencies, dates, milestones and review points using a project workflow tool
- Develop stage gate result specifications to ensure all achievements are achieved
- Identify risk and runs breakdowns in the commercial process
- Provide updates on project status to stakeholders - reports will include progress updates, issues, proposed solutions and project schedule updates
- Operate administration tasks such as collecting, integrating and analyzing data to support commercial or stakeholder decisions
**Stakeholder Management (20%)**
- Ensure workstream leads execute their roles and responsibilities in a complete, accurate and timely manner
- Act as a liaison between functions and the Thailand Commercial lead
- Work with external partners and stakeholders to ensure outstanding execution of the project
- Collaborate closely with SME’s across the Region and Globally
- Raise issues and risks that may impede progress of projects
**Encouraged Areas of Skills/Knowledge/Abilities**:
Google suite experience Influence / Negotiation / Strong communicator Can Coordinate and prioritize work. Work cross functionally Project Management
**Leadership Proficiencies**:
- Influence and Negotiation
- Cross Interpersonal Teamwork
- Planning and Priori
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