National Sales Manager

Job Summary:

The National Sales Manager/ Sales Director is a full-time management position responsible for managing regional sales managers, key accounts managers, distributor specialists, trade operations specialists, promoters, and sales-related activity within the country through Modern Trade Accounts and Distributor Accounts.

This position requires proven sales management experience and a strong track record of success. Job functions include coaching, motivating, and mentoring sales teams, building relationships with key accounts, and creating new sales opportunities while strengthening established accounts. An in-depth knowledge of solution-based selling and a strong understanding of generating and evaluating sales data and industry sales cycles are also required. The Sales Director (NSM) will develop strategies (in conjunction with the Regional Sales Manager) which include account profiles, demand/lead generation, and detailed action plans.

The position incorporates outside and inside sales skills, and techniques to increase revenue through training, in-the-field sales calls, phone networking, trade show traveling, and relationship building.

Job Responsibilities:

- Prepares annual sales and marketing plans to ensure the achievement of profit targets.
- Established and provided direction in ensuring goals and sales objectives per key accounts, per territories accounts, per distributor accounts projecting expected sales volume and profit.
- Study the market trends and monitor competition. Implement National Sales programs by developing field sales action plans such as promotional activity.
- Monitors overall operations to ensure that each sale individuals are equipped with a defined itinerary, necessary resources, knowledge of the required process, and proper behavior to optimize negotiation with buyers.
- Spearheaded the weekly alignment and monthly reviews of sales in reviewing performance management and resolutions necessary to cover risk such as reducing returns and allowances, inventory management, replenishment orders, backorders, and any other account activities that will impact financial results for the account. Resolve or delegate any issues that arise as a result of the reviews.
- Review individual and team performance to create a data-driven decisions around hiring and termination. Additionally, provide constructive feedback and proper action needed to address possible concerns.
- Evaluate current workforce levels to prevent manpower shortages and identify hiring needs as per the company’s requirements and objectives.
- In-charge in checking and strict monitoring of Monthly Call Plan, Actual Visit Report, Attendance, and Status Report, including budget expenses and compliance of each Sales Manager are aligned with the proposed target.
- Perform other sales operation related duties such as RTV and A.R monitoring, IMS auditing, and checking bills.
- Ensures zero to minimal incident reports and setting out immediate actions when needed.
- Maintains up-to-date knowledge of the current sales data management and analysis of account performance to develop insights and -make recommendations on areas for optimization.
- Contributes to strategic planning in the revision of targets and recommends sales methodologies to help the department run effectively and in support of the set standards and priorities.
- Oversees and plans all sales-related activities; such as sales efforts, continuous education, and training events, including new hire training programs and coaching process of sales.
- Propose and conduct effective training programs based on the current needs of the sales department and in developing potential for each sales representative in reaching their targets.
- To establish effective leadership through collaborations with other departments (e.g., Marketing, Finance & Admin, Logistic & Warehouse), and upper management to identify business goals.

Job Qualifications:

- Candidate must possess at least a Bachelor’s degree in Business Management and other related business course.
- With at least five (5) years of experience as a National Sales Manager in FMCG companies, with personnel management and sales training experience.
- Preferably FMCG Manager who is well-versed in sales operations in Retail/Distribution.
- Strong communication skills for effective verbal and written communication with the entire team, including presentation skills with the upper management.
- Possesses a strong leadership skill to evaluate ongoing sales team performance and has experience with training management and providing coaching when necessary.
- Advanced analytical with the ability to interpret data, generate insights, and make data-driven decisions to identify opportunities for sales.
- Computer literate with a high degree of proficiency in the Microsoft Office Suite of products including Word, Excel, PowerPoint, and Outlook.