Sales Strategy Manager
Johnson & Johnson
Chiyoda, Japan
5 日前

Position Summary

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

Business Review

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.

Other Tasks

Work with regional team in Singapore to develop new shopper based concept

JBP Support

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)


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