Head of Modern Trade (Key Accounts)
GSK
Manila, Philippines
4d ago

Are you looking for a role r4esponsible for maintaining effective long -term relationships with an assigned customer / group of customers / region?

If so, this is the role for you.

As Channel Lead (Key Accounts), you will lead and coordinate Internal GSK consumer healthcare Key Accounts Sales Team to the achievement of the company’s objectives in line with the plan.

This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following :

Achieve the agreed budget and annual calendarized sales volume and value.

Optimize effective & efficient business partnerships with the key customers and Merchandising Agencies, building mutually beneficial long-term business relationships.

  • Achievement of budgeted customer-relations goals
  • Build a comprehensive sales training program that identifies the skills development needs of the Sales Team and the planning and execution of training programs including on-the-job training
  • Strategize & implement an effective distribution structure which meets the needs of the Channel’s product categories in ensuring agreed levels of availability by brand.
  • Plan and implement & coordinate Trade Marketing Programs in consultation and agreement with the Brand Team

  • Strategize & implement effective systems and procedures that ensure the provision of required information for effective management with facts and data
  • Development and management of Key Accounts annual operations and trade marketing budgets
  • Overall Management of the following :
  • Sales Estimates, Monthly Forecasting, Monthly Sales and Marketing Activity Planning, Core Commercial Cycle

    Monthly Trade Marketing Effort Priorities, Joint business plans, Territory sales plans

    Annual Sales Training Plan, National Sales Conference

  • Champions Sales Operations Excellence and the implementation of the Annual Quality Plan as it relates to the Sales function
  • Ensures adequate knowledge and strict adherence by the Sales team to QMS Policies as defined
  • Observes and promotes Ways of Working consistent with the Company’s Quality Management System. Attends / sponsors team members to all relevant QMS Trainings
  • Accountability :

    Total company Sales Achievement versus Budget

    Trade KPIs achieved across the channels by brand

    Trade Activation function embedded and impacting to the business

    Sales organization well resourced (training, development, systems, support) and developed to be fit for the future

    Why you?

    Basic Qualifications :

    University Degree holder ; MBA Degree an advantage

    At least 8 years Sales experience (Key Accounts or General Trade) background in fast moving consumer goods / fast moving consumer healthcare

    At least 5 years’ experience in people management

    Excellent communication to include strong English communication skills, spoken and written

    Must have an excellent track record in sales achievement in various sales positions.

    Proven experience in people and account management

    Proven experience of driving change and raising sales capability

    Strong leadership, training, and coaching skills

    Analytical Thinking

    Business planning and management with emphasis to operational excellence, sales practices and ways of working improvements.

    Ability to influence at all levels of the organization

    Preferred Qualifications :

    Top level negotiator with emphasis in long term and fruitful partnership with the trade and business partners.

    Strategic and analytical approach in doing business

    Commercial awareness and acumen with very strong results orientation.

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