This person is CDD representative for designated franchise business and responsible for financial performance and sales fundamentals such as distribution and display.
This person's core responsibility is to keep competitiveness of Customer Value Proposition while meeting internal requirement.
Grow sales every year along with our aspirational goal - grow more than 10% for key focus items
Increase Market Share every year and contribute to keep or take leadership position
Achieving other KPIs : Gross Profit, ROI for TP / CP, Sales Fundamentals (Distribution, Display etc.)
Role Duty & Responsibilities
Develop Customer Selling Story (Value Driven Selling) : Every 6 months
Engage our field sales people and to convince customers
Identify Category Growth Opportunity (need to link with Customer Value) - align with franchise and sales team
Develop Category Growth Strategy (long-term consistent) - keep reviewing to check if it is working
Develop plans to drive the category strategy and customer value - review them for PDCA
Including NPI, Promotion and everything. It also must link with our internal goals)
Support sales to commercialize customer value including category growth and profit improvement simulation
Set Clear KPIs and Develop Plans to Achieve them : Every 6 months
KPIs : Distribution Store Count, Display Store Count with Quality, Pricing,
KPIs for : NPI, Focus Items mainly Hero SKUs, Brand Total Performance, Promotion Packs
Identify KPIs which link with BP or Updated Target and get alignment from franchise and sales team
Set crystal clear target for Distribution, Display and Pricing for NPI, Focus Items, Brand Total and Promotions
Develop plans to achieve KPIs - Shopper Based Shelf Concept, Display Tools and POPs and Incentives etc.
KPI Tracking and Gap Fill
Weekly Tracking : KPIs for NPI and Promotion Packs : Pre-Sale and Actual
Monthly Tracking : KPIs for Focus Items and Brand Total (Distribution is Quarterly or Half Year)
Lead Gap Fill Plan development and track executions
Monthly : CDD Fundamental Performance by Brand
Quarterly : Trade Fund Spending Effectiveness including promotion packs
Half Year : Category Growth Strategy, Customer Value Assessment (including Competitor Analysis)
Annually : CDD Performance Review for BP
Strategy Creation :
Cocreate the Franchise strategy but inputting Trade and Shoppers relevant insights.
Plan with the Franchise team (Marketing, Finance, SC, ) the balance the marketing mix model and trade support.
Lead the engagement of each stakeholders (including JPLT) to get decision and commitment on the plans.
Engage and drive the CD Senior Management in the long terms and short terms execution of the plan.
Self involve in the company strategy and proactively contribute to the other brands strategy
Human Management :
Coach and develop his team members via OJT and long-term development plan.
Attract talents to his / her team and the company.
Role model the leadership culture and lead the cross functions team collaboration.
Support and compensate this team members capabilities to deliver the plans.
Work with regional team in Singapore to develop new shopper based concept
Lead Cross Department Project
Related Experience / Skills
5 Yeas Field Sales Experience in J&J or Trade Marketing and Sales Experience in other FMCG company
2. Experienced to challenge new things and meet or exceed high expectation even after failure
Shopper Purchase Behavior analysis
Project Management skill
Strategy Planning skill
Situational Leadership Skill
English (need to be able to attend English meeting without any issue)