National Sales Manager | Fast-moving consumer goods (FMCG)  

Duties and Responsibilities:

• Establish good working relationships and commitment across organizational boundaries, including key Gentrade personnel, sub-distributors, principals, and third-party customers.
• Ensure smooth flow of communication within the group in managing the requirements and needs of the customers, accounts, BEI/Gymboree management, and principals.
• Set performance standards, train, and evaluate performance of area sales managers, gentrade specialists, Merchandisers and telemarketer,
• Initiate, design, implement and monitor promotional business building and merchandising programs for general trade along with the SD/Product Managers/Merchandising Manager/Field Execution Manager to achieve maximum visibility of BEI/Gymboree brands.
• Conduct regular store visits to assess overall business in the area and monitor competitive activities such as brand launching, advertising and promotion campaigns, price surveys and to inform the management about such activities.
• Ensure maintenance of an accurate and updated database of all existing and potential accounts to assist identification of needs. Use this information for planning and implementation of programs.
• Prepare the business plan for General Trade Group; Monitor/guide the Area Sales Managers and Gentrade Specialist in the preparation and implementation of general trade business plans.
• Conduct performance audits of all subordinate personnel.
  • Key Performance Indicators tracking for all team members.
  • Monitor the regularity of head office, buyer, sub-d and branch/outlet calls.
  • Ensure prompt submission of all required reports.
  • Ascertain that itineraries are followed accordingly.
• Establish required coordination meetings and programs with all concerned to ensure efficient and harmonious operations during national programs.
• Ensure trade-marketing programs are consistent with the brand and company directions and standards.
• Coordinate with the Merchandising Manager/Field Execution Manager in the monitoring of merchandising account standards.
• Training of the gentrade team on the proper deployment and allocation of Point of Sale Materials and trade marketing expense in coordination with the SD/Brand Managers/Merchandising Manager/Field Execution Manager.
• Coordinate with the Logistics Department on the targeted schedule of order processing & deliveries.
• Coordinate with the Credit & Collection Department on accounts creditworthiness, collections & aging of receivables.
• Attend training and seminars organized by the company and or its principals.
• Enhance the image of the company and its products/principals through representation in socio-civic activities and other sales promotional matters.
• Other tasks deemed necessary by management.

Accountabilities:

• Achievement of the set Key Performance Indicator targets. Sales Volume; Coverage; DSO and Collection; Call Rate; Distribution Penetration (Direct and Indirect); Outlet Buying; Trade Inventory Management (Returns & Rebates; Customer Service Level; Out of Stock Index; Merchandising Standards; Execution of Sales/Distribution/Trade Mktg. Programs)
• Building of good business relationships and commitment across organizational boundaries.

• Thorough understanding of the FMCG industry, particularly the Gentrade side of the business.
• Understanding of the Gentrade operations implemented by Benby.
• Ability to:
  • counsel, advice, and influence.
  • identify key result areas.
  • plan and allocate resources.
  • negotiate with key personnel of chain-wide accounts.
  • lead a multi-disciplined team.