Country Head of Sales & Marketing
Work Location: Ho Chi Minh
Job type: Full-Time
Posted: 15-03-2023
Salary: Negotiate
Email: thuy.pham@40hrs.vn
Job Description
| The Country Head of Sales is responsible for overseeing and managing all sales performance and the operations of the sales division within the country, including ensuring overall achievement of sell-in sell out and sell-through targets by product, by area, and by segment. The Country Head of Sales is part of the Country leadership team working closely with the Country Manager, providing sales insight to aid local decision-making. The role also works together with the Regional (RHQ) BU to ensure an aligned approach to sales requirements across the region. |
| KEY RESULT AREAS (KRA) | MAJOR ACTIVITIES | OUTCOME |
| Sell-in Sell-Out and Sell-Through targets | • Deliver country sales objectives agreed with RHQ and Country Manger in key target areas such as sales volume, market share, and profit margins, to guide promotions • Oversee customer, market and competitor activity and integrate findings into strategic direction and decision-making • Analyse market changes and implement combative strategies, for instance, in times of emergency brought about by pandemic and post-pandemic situations • Increase B2B sales performance in line with Project Henkaku |
• Achievement of sales targets for the country • Country Manager detailed awareness of sales forecasting across the Company’s B2C and B2B business • Consistent rates of Year-on-Year growth • Proactive sales division that leverages relevant market changes for new business opportunities |
| Growth in B2B sales as a portion of total sales | • Focused engagement of Tier 1 & 2 B2B partners country-wide • Collaborate with strategic B2B partners • Implement a B2B focused sales incentive program, in alignment with RHQ direction • Rollout of B2B manpower resource program |
• Achieved target ratio contribution of B2B sales (relative to overall sales) • Strong business relations fostered with all B2B partners, to enable long term B2B growth in line with corporate strategy • Sales staff incentivised to focus on B2B sales growth • Increased provision of resources focused on B2B sales |
| Monitoring compliance requirements | • Deliver minimal compliance incidents across sales activity • Conduct quarterly compliance re orientation for all Sales staff |
• Minimal compliance issues achieved within the sales division • Division-wide awareness of all regulatory requirements relating to sales process and operations |
| • Action all compliance reporting as required for sales division |
• Timely and accurate compliance reports delivered by the sales division |
|
| People management and development | • Provide direction to the country sales & marketing team • Define and oversee sales staff training, compensation and incentive programs that develop and motivate staff to achieve their potential and support the country sales objectives • Manage overall team performance and conduct performance reviews • Provide coaching and mentoring to direct reports to support their development and career progression • Embed a culture of open and transparent communications across all levels of management |
• Achieved alignment within the sales team on sales strategies to be driven within the country • Improved performance and capability of team members to drive achievement of sales targets and objectives • Improved performance of sales teams and performance appraisal management • An environment that attracts, retains, and develops sales talent created within the country • Regular and open communication established across the sales team |
| Operation as a unified region | • Collaborate with other countries’ Head of Sales to operate as a single region regarding Sales strategy • Partner with RHQ BU to garner insights into regional Sales strategy as well as country Marketing and Customer Service functions |
• Consistent goals, open communication, and collaboration established across the region • Increased cross-function understanding and oversight within the country |
| Divisional management | • Oversee and advise marketing activities to support business objectives and targets • Coordinate and facilitate information exchange and collaboration amongst the different departments as needed • Analyse market changes and implement combative strategies |
• Head of Marketing provides strategic direction for lower management and teams • Healthy flow of information and opportunities within company, proactively preventing the siloed working of the Marketing department |
| • Oversee customer, market and competitor activity and integrate findings into strategic direction and decision-making • Set budgets for marketing teams and manage activities across the marketing division within budget • Create and manage regular reporting cadence • |
• Proactive Marketing division that leverages relevant market changes for new business opportunities • Consistent rates of Year-on-Year growth • Achievement of sales targets for the country • Efficient functioning of departments that are on track to meet targets |
|
| Product management | • Oversee the direction of local product roll out and supporting and activities in line with RHQ direction • Monitor and review results of local directions, programs, and activities • Co-ordinate with Sales teams to manage channels • |
• Consistent implementation of product directions with RHQ • Achievement of total and per product category targets (i.e., sell-in, market share, etc) • Development of strategic channel categories and achievement of relevant targets |
| Brand and communications | • Execute effective brand and communications strategy to develop brand awareness and increase brand engagement • Oversee marketing teams’ proper usage of brand and logos to convey to the market of ESPG brand image • Build relationship with relevant media members • Organise major company marketing events (e.g., product launches) |
• Good public perception of the brand name consistent with company values and current messages • Compliance in brand logo usage, in accordance with regulatory requirements • Maintenance of relationships with key media partners • Market awareness of company products, directions, and messages (e.g., sustainability efforts) |
| Vertical Biz management | • Execute effective country LFP strategy and plans in line with RHQ • Execute LFP sales and marketing strategies and activities to expand market reach |
• Achievement of targets • Execution of activities in line with RHQ |
Job Requirements
MAJOR CHALLENGES
Describe the major challenges you face in carrying out your job, and what you do in order to
overcome them.
| • Varying market requirements for different areas and segments, that require immediate adjustments of critical Sales divisions Awareness of market trends and regular forecasting of market situation Flexible and reactive sales strategies that allow for adjustments as required by product, area, and segment • Unsustainable product supply to support B2B-focused offerings Regular check-ins on product suppliers, and implementation of product strategy informed by B2B Sales activity • Job functions misaligned with job grades for current employees Consistent performance management and development, with relevant compensation and incentive schemes in place to ensure fair compensation for given employee responsibilities in accordance with market rate • Managing product supply shortage O Active consistent lines of communication with Product Managers and Sales Division, regular updates on product stock situation to pre-emptively problem solve |
| EDUCATIONAL QUALIFICATIONS • Bachelor’s Degree/Diploma in Business Administration, sales and marketing or related field |
| RELEVANT EXPERIENCE • Minimum 10+ years of supervisory role (hiring and onboarding sales representatives, and managing a team of salespeople) • Minimum 10+ years in technology sales, solution sales or a successful vertical business sale within various (small, medium, large) company environments • Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behaviour with performance expectations • Experience in managing key customer relationships and closing strategic opportunities, especially for B2B business opportunities |
| PERSONAL CHARACTERISTICS & BEHAVIOURS • Influential personality with strong problem solving and negotiating skills • Excellent communication and presentation skills, able to digest and present complex information in a clear and concise manner and to inform decision-making • In-depth understanding of market demand and customer purchasing areas • Awareness of industry trends, market, and competitors’ activity • Strong people management skills with an ability to drive highly effective team of Sales managers • Honest, discreet and with a high level of integrity • Analytical with attention to detail, operating to a high degree of accuracy • Strong commercial and strategic acumen • Computer literate (MS-Words, Excel, PowerPoint) • Fluent in English (verbal and written) |
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