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Head of Sales Vip

2 weeks ago

Singapore Church & Dwight Full time

A collective energy and ambition. A place where you can make a real difference.

We’re a company that genuinely cares about our people, our products, our consumers and the environment.

Our unique, informal culture champions courage, determination and collaboration. Knowing we have an open and supportive team means each of us has the freedom to take responsibility and ownership. We have a shared passion to work hard, innovate and push boundaries.

United by the belief that when we strive for growth, anything is possible. While we might not be the largest company in our industry, we believe we can have the biggest impact because: Together We Have the Power to Win.

Job Title: Head of Sales VIP

Region: Asia Pacific

Department: Global Market Group

Reporting to: Sales Director

Job Overview and Responsibilities:
Founded in 1846, Church & Dwight is a $6B USD leading consumer packaged goods company headquartered in the United States. We manufacture and market a broad range of leading household, personal care and OTC products to both consumers and healthcare professionals in over 140 countries. Some of our most well-known brands include ARM & HAMMER, BATISTE, FIRST RESPONSE, NAIR, STERIMAR, TROJAN, VITAFUSION, WATERPIK, FLAWLESS and many others.

As the Head of Sales you will be responsible for delivering double-digit sales and profit growth through successful management of existing distributors / markets and opening new markets within VIP.

Regular Duties:
Distributors Management
- Develop strategy and 3-year plan for each country - including marketing activities and NPD
- Develop and conduct JBP with distributors, setting pace for monthly review
- Develop KPIs for each distributor and conduct regular analysis of distributors performance based on evaluation grid and KPIs
- Motivate, challenge and support existing distributors to maximize sales and profit growth
- Identify, recommend and appoint new distributors in greenfield areas
- Manage effectively business transfers from one distributor to another one as required
- Set and control pricing, with the approval from Finance
- Recommend, initiate and oversee launches of new brands/new SKUs, with the assistance of the international marketing department
- Assist where appropriate in the launches to distributor Key Account teams and sales forces.

Business Development
- Build new business in key markets by identifying and appointing the best distribution partners
- Maximize the sales of C&D’ s global brand portfolio
- Motivate and stimulate distributors to deliver sales and profit targets.
- Monitor in-market sales, distributor stock levels as well as sales to distributor and take necessary action to realise budget.
- Understand sales and brand performance in market to further drive profitable sales growth.

Marketing
- Develop and implement marketing plans and activity calendar in collaboration with the APAC Marketing Team and the distributors.
- Work with the International and local Brand Managers to ensure the marketing activities are in line with the brand strategy/positioning.
- Ensure planning and timelines are aligned between distributors and Marketing, meeting company process requirement
- Working with Distributors to realise successful implementation of agreed activity calendar and NPD (in line with P&L and marketing objectives).
- Ensure the funded marketing activity is approved with ROI KPIs and properly recorded in trackers with documented evidence.
- Proactively keep C&D management and marketing informed of relevant market intelligence.

Financial
- Manage all aspects of Region P&L including the marketing investment
- Prepare Profit forecast per territory, partner and brand in a timely fashion including gross sales, trade allowances and marketing expenditure
- Prepare yearly Sales and A&P Budgets per distributor, with Quarterly Reviews, for the approval of the APAC Director.
- Monitor and control profitability of the markets, and report monthly on performance against sales and profit targets.
- Allocate, manage and control marketing budgets, build and maintain trackers of all expenditures, ensure that all expenditure is within budget and comply with finance standards.

Logistics
- Input monthly demand forecasting into the demand planning sheet, including orders and forward forecasts.
- Liaise with International Customer Service, and Logistics when appropriate, to ensure that customers’ orders are fulfilled on time.

SPECIAL RELATIONSHIPS
- Maintain - Build a trusting
- a good working relationship with all distributors
- Internal departments Marketing, Finance, Regulatory, Demand Planning and Supply-chain departments.

EDUCATION AND PRIOR WORK EXPERIENCE REQUIRED
- Bachelor’s degree in Business or equivalent.
- Good experience and understanding of the CPG or consumer health market
- Track record in international experience building businesses in the Region
- At least 6-8 years Sales, Marketing and Account Management experience in the FMCG, or