National Sales Manager | Traditional Trade and New Channels  

Mondelez International LLC is a US$26 billion snacking powerhouse with operations in more than 80 countries and our brands marketed in 165 countries. It’s a great time to join us; we employ over 100,000 people around the world and are a company full of the world’s favorite brands - Cadbury Dairy Milk, Philadelphia and The Natural Confectionery Company to name just a few. As well as the countless opportunities our business brings, we have fantastic people who do amazing things for our business and their own careers, every day.

The National Traditional Trade & New Channels Manager is responsible for the overall direction, leadership and development of strategies and plans for the achievement of sales targets for both traditional trade channel and away-from-home (AFH)/new channels. This translates to roughly 60% of the total Mondelēz business in the Philippines.

Some of the key accountabilities for this role will include (but are not limited to):

Volume, Revenue and AR

• Deliver revenue and volume targets for the traditional trade and AFH/new channels by focusing on sales drivers (distribution, visibility, pricing, merchandising/ promotions)
• Develops and implements strategies that will enable the organization to meet and exceed targets
• Sets priorities and monitoring and reporting process for both channels
• Utilizes trade and competitor insights to identify opportunities to overcome volume and revenue gaps
• Improves processes and policies to allow better accounts receivable (A/R) management by his team

Branded Solutions

• Sets direction for strategic partnership with accounts to deliver branded solutions to create exciting offerings made with Mondelez products

Planning

• Defines the vision/mission for both channels and develops a 2-3 year roadmap towards this vision/mission, with clear strategies on how to get there
• Creates regional/channel strategies and plans that link to the country plan, and recommends appropriate resources to achieve set targets and effectively deliver on agreed plans
• Ensures alignment with Brand Marketing and Category Planning & Activation to firm up deliverable consumption driven plans
• Exercises clear and timely communication of plans and activities to field sales organization to ensure understanding with the objective of achieving set targets

Distributor Management & Route to Market

• Defines Route To Market (RTM) strategy for the Company which should support the achievement of corporate objectives and strategies
• Ensures in-depth understanding of various cost-to-serve models through bench marking of competition and national trade channel dynamics to recommend appropriate RTM
• Recommends course and tactical RTM adjustments to consistently achieve distribution targets and meet customers’ needs
• Maximizes relationship and influencing to negotiate and implement agreed key performance index with distributor; have good understanding of distributors’ profitability
• Develops tools and effectively track distributor’s people, business and profitability performance in a timely fashion

Trade Fund Management

• Has full ownership of trade funds management for traditional trade and AFH/new channels, including terms & conditions
• Defines trade spending strategy for both channels to support achievement of annual goals
• Allocates funds across the channels /prioritize the allocation of trade funds based on strategic importance of the channel and the best benefit to the company
• Partners with Category Planning & Activation team to prioritize and align trade spending by region and channel
• Accountable for trade fund spending within budget of the channels
• Effectively communicates the trade spending plans to the field sales organization

Customer Management

• Develops strategies and plans to build the channel’s key accounts business and strengthen trade relations
• Leads top-to-top alignment with the channels’ key customers
• Actively supports selected top 5 traditional trade and AFH Key Accounts (Nationally) on top to top engagement with Territory Manager, Territory Distributor Executive, Category Demand Assistant Manager, Channels Development Executive, Territory Distributor Sales Force
• Provides feedback to Key Accounts and Category Planning & Activation teams on innovative opportunities to further develop key customers business

Forecasting

• Provides accurate, complete and timely sales forecast for both channels based on bottoms up forecast from his team, historical data, business trends, sales and marketing initiatives
• Ensure open and timely communication of forecast between internal customers
• Improves processes to deliver better forecast accuracy on a sustainable basis
• Identify potential risks, opportunities and misses, communicate accordingly and recommend mid to long term solutions to avoid a similar recurrence

Retail Excellence

• Defines standards on retail execution (distribution, shelving, merchandising, pricing and promotions)
• Provides current best approaches to in-market execution from other markets in the country or in the Asia Pacific region
• Accountable for flawless for all promotions, execution at retail (distribution, shelving, pricing, merchandising and promotions) events
• Conducts regular field audits on retail presence and program execution and provide feedback to field sales team and distributor for improvement
• Identification of tactical and strategic elements in the in-store presence picture of success to set-up the next level of Mondelez stores
• Formulate business building programs to support the superior in-market execution at point of sale
• Follow through on execution via consistent and focus monitoring

Category Management

• Identifies growth areas to build the total category business
• Utilization of category management as a tool to improve sales
• Partners with Category Planning and Activation team in developing strong merchandising programs
• Partners with category management team to create training programs to foster learning with distributors and field sales force

Organizational Excellence

• Defines the organizational structure of both channels needed to deliver company goals.
• Develops organizational capability of the Traditional Trade and AFH/New Channels team by leading recruitment, training & development and retention of its employees
• Creates a high performance team by actively sharing and re-applying best practices to raise the bar within the team
• Creates a winning team by managing and retaining talent through strong recruiting, development, coaching and mentoring, and advancement planning programs
• Actively participates in the development of effective training, and facilitates delivery of training material
• Monitors and makes recommendation to change sales force organization to meet future business and customers’ needs

Compliance

• Ensures each team member receives appropriate training and receives coaching on compliance and integrity
• Ensures the Sales team acts with the highest degree of integrity, and 100% compliance to corporate Compliance & Integrity Policies to optimize the integrity of department

Education, Experience & Specialized Knowledge:

• Bachelor’s degree in Management or any business course
• At least 12 years of experience in sales or any combination of various cross-functional assignments;
• Highly knowledgeable of Philippine market, trends and developments
• Minimum of 8 years managerial experience in a multinational company
• Strong distributor management experience with specific knowledge on route to market systems, and distribution targets and tracking tools
• Has managed a big Territory Distributor organization in the past i.e. minimum of 100 Distributor headcount
• Must have managed a group of sales associates/executives/supervisors from regional to national level in an Fast Moving Consumer Goods environment
• Strong working knowledge and exposure in marketing, finance and logistics