The position is responsible for managing the actual sales operations and implement business strategies in assigned area, key accounts and outlets to consistently achieve the unit's sales volume objectives.  It shall ensure the primary objective of maximizing sales and growth of the businesses for both URC and distributors. It shall be responsible for developing sub-dealers in the assigned distributor’s area of coverage through development and maintenance of existing developmental accounts.

II.    DUTIES, RESPONSIBILITIES AND AUTHORITIES

1. Coverage 

• Know and determine the business size of the given territory. ( Profiling )

- Strategically plan business improvement of Distributor and Sub-Distributor by conducting environmental scanning and analysis, outlet visit and trade monitoring.

- Develop sub-dealers in the assigned distributors' area of coverage and assist in the business development of distributors through maintenance of existing and developmental accounts.

• Strategically plan business improvement of Distributor by conducting environmental scanning and analysis, outlet visit and trade monitoring. ( Account Clustering )
•  Review and analyze efficient and effective coverage of Distributor Sales Personnel. 
• Identify Big Dealers, Semi-Wholesalers, Other Big Cities, Modern Trade and Retails Shop Lead Accounts and work with Operations Manager (OM)/Field Supervisor (FS) in validating master list of accounts (Active Buying Accounts).
• Execute and ensure adherence to the Approved Master Route Coverage Plan.
• Coordinate regularly with Distributor / Sub-Distributor owner and top management team by reviewing and updating them on the territory performance and implementation of plans and programs.
• Ensures prompt submission and accurate posting on his/her Weekly Expense Reports.

1. Availability

• Directly responsible to Sales-To-Trade (STT), Order Fill-Rate and Inventory Management (VMI) both the Distributor and Sub-Distributor.
• Conduct territorial audit and prepare Field Check Report / Availability Mapping to verify availability of New Products Placement, Retail Performance Standards (RPS), Pricing, Merchandising, Competitive Activities, BO Monitoring, and Route Coverage.
• Ensure the execution of approved availability (RPS) and replenishment on the trade level.

1. Merchandising

• Ensure the execution of approved plan-o-gram on the trade level.
• Audit and monitor quality and freshness of all products in the Distributor / Sub-Distributor warehouse and trade level in accordance with Good Warehouse Practices (GWP).

1. Activation

• Develop and recommend appropriate sales promotion and present business strategies to guarantee its growth.
• Plan and monitor Distributor / Sub-Distributor-initiated programs/promo and ensure proper documentation and evaluation.
• Ensures preparation of Promotional Work Plan (PWP) and see to it that activity will be implemented after approval of the last authorized approver.  “No Approved PWP, No Activation Policy”. 
• Monitors and controls the spending of his / her allocated budget for Trade Promo, Display Allowance, Business Development Fund, Merchandisers and Marketing.  This is to ensure that spending is within the given budget per Account. 
• Ensures adherence to proper OR Entry and to ensure deductions are properly labelled and accounted.
• Ensures collection of unpaid invoices and to coordinate immediately with the Distributor and SubDistributor on discrepancies of payments.

• At least a Bachelor’s degree in Business Management, Marketing or equivalent. 
• At least 2 year experience in an FMCG industry.
• Strong work experience in market or territory development, negotiations, communications and people management skills.
• Strong interpersonal skills and a team player.
• Can able to communicate with English Lanuage.