IO Sales Manager Singapore

2 weeks ago

Singapur, Singapore CooperCompanies Full time

As the Independent Outlets (IO) Sales Manager and member of the Singapore Leadership Team, this role is expected to lead, motivate, and develop members of the Independent Outlets (IO) Channel team while exhibiting strong leadership within a matrix organization.

This role is to assist the National Sales/General Manager to lead the overall sales effort and activities of Independent Outlet sales team in developing strong customer growth and shaping the professional environment.

This will be achieved through hands on leadership, excellent customer service and leading a trained, motivated team to deliver company standards every day by developing, planning and implementing business strategies based on strong understanding of competitive landscape, customers and category growth opportunities.

The candidate must develop & build strong pipeline leadership, bench strength & sales competencies which create competitive advantage to meet and exceed the company's short and long term objectives.

This role is to effectively engage and build customer relationships with key stakeholders and business owners thus driving value-added & mutually beneficial partnerships and facilitating for CooperVision (CV) to become the preferred partner of choice.

The IO Sales Manager will be required to manage some key IO accounts as part of his/her total IO portfolio while leading the IO sales team to drive the desired growth targets of the IO channel.

The key responsibilities of IO Sales Manager include working closely with the National Sales Manager/General Manager to ensure:

1. Efficient deployment of Sales Force resources (ie time, customers' portfolio) to achieve optima results;

2. Disciplined & deliberate practice of observed calls (ie 3 in-a-Call) according to SFE set standards in coaching;

3. Regular market/trade visit with the IO sales personnels to understand challenges, gaps and opportunities in the market so as to devise strategies and craft out relevant & effective messaging for the CDMs to execute & lead in the trade

This role will develop, direct and implement IO channel strategies of CooperVision (CV) Singapore that will improve CV Singapore's competitive position.

The progressive result of this strategy will be to enhance the CV Singapore's operating income and market share in the IO channel.

Develop & execute business plan that addresses customer & CV growth objectives & opportunities ensuring outlet execution of programs with tracking matrix with the objective of growing the CL category Understand customer objectives, shopper, consumer & category trends to optimize plans & business opportunities so as to engage with customers for implementation of aligned goals. Manage and evaluate activities of major independent outlets, mini-chains and rest of independent customer accounts within channel, and negotiation of contracts of major customer accounts. Manage co-op budget within guidelines, recommending avenues to optimize spends and to achieve positive business results. Lead in regular business reviews with key customers & ensures tracking is in place for timely adjustments &/or updates. Continuously building and effective strong relationships with individual accounts to develop the ongoing business to a higher level of sustainable growth. Ensure that each sales personnel delivers against Key Call objectives & Target call no., fostering behavioral change & commitment with ECP so as to shape and raise the professional eye care environment in industry. Ensure all sales personnel and programs are healthcare compliant with key focuses on customer sell-through & maintenance of healthy trade inventory. Conduct one-on-one coaching with sales personnel to develop sales capability and bench strength by understanding and imploring training and development needs. Most importantly providing insight for professional and personal improvement in productive performance. Co-champion with National Sales/General Manager in Sales Force Effectiveness (SFE) through effectual customer segmentation (Right Customer), ensuring optimal sales call frequency (Right Frequency) and quality deliverance of selling message (Right Message) Management and updates of data & systems (Hyperion, Sales Force & etc) Evaluating IO channel Go-to-Market strategies' return on investment (ROI) Strengthen and maintain a goal-oriented, entrepreneurial environment that stresses employee performance, accountability, teamwork, credibility and success while living and role modeling the CooperVision values. Cultivate a high-performance team through process, discipline, coaching and feedback.

Experience :

15+ years of progressive business experience in any of the Marketing, Sales Analytics, Category or Strategic Account Management, or a combination of Sales and Marketing. A track record in identifying winning insights, growth opportunities and priorities. and influencing alignment to execute a to execute against strategic growth plans is required. High level of analytical skills to be able to derive useful insights from raw data and information, availing strategies and approaches that enable acquisition, retention, and enhancement in sales volume Excellent understanding of Customer, Business Intelligence, and Industry trends. Good knowledge and experience with online marketing best practices The ability to strategize marketing / commercial orientation Advanced leadership skills the ability to lead and influence cross-function and global / APAC regional stakeholders Proven ability to inspire a team Resolves critical issues and contributes to organizational development Always look for opportunities to improve by challenging status quo and by being innovative Analytical, ability to analyze clinical data and reports to leverage commercial opportunities and provide directions to the team This position expected to have a creative mindset to continually update their skill set with new technology in the industry and always find new ways to do things. Strong business mind and creative thinking mind Agility of quickly making high-quality decisions even in uncertainty and complex with incomplete information. Customer orientation Strong business mind. Must have previously had P&L ownership responsibilities, with proven success in growing brand awareness and brand share, track record in meeting target revenues and profitability Excellent communication skill and presentation skills Inventive and Dynamic

Qualifications:

Minimum 10 to 12 years sales experience across operations, channel management, and trade marketing Excellent interpersonal (handle all levels), leadership, written & oral communication skills. Strong analytical skills with ability to be detailed yet strategic Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result Thorough knowledge and understanding of sales, brand & category applications and principles. Strong leadership of team & understanding of people development dynamics Strong customer engagement experience across levels & functions Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions

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