1) Primary Function:
• Leads, organizes and controls the selling and/or distribution network activity for China.
• Responsible for establishing and executing sales plans and strategies in line with broad
area marketing and sales guidelines and for interpreting local market and competitive
intelligence to inform local and area sales strategies.
• Maintains close liaison with marketing to ensure effective execution of the brand
proposition and with manufacturing and logistics to ensure effective customer service.
2) Working Relationships:
The incumbent reports directly to President/ General Manager – China/ VP – Sales &
Marketing.
• Direct supervision to 3 MU Sales / Associate Sales Directors with sales force of 200+
persons.
• Focus on Field Sales operations nation-wide.
• Expects to succeed as total China Sales Director/ VP in the next 12-24 months with full
control of Field Sales, NKA management, Trade marketing, Sales strategy & development.
Peer Relationships: Respective functional heads’ key managers/ direct reports.
Internal contacts: Regularly has contact with: Greater China leadership team and other
Sales directors within regions.
External contacts: The incumbent works closely with the distributor, retailers, wholesalers,
promotion and sampling agencies in the development, execution and
monitoring of all trade sales/ marketing programs. The incumbent will also
have a good relationship with trade partners, suppliers and government.
The maintenance of productive relationships with these parties is crucial to
the achievement of the Company’s goals.
3) Dimensions:
• Frequent visits across China regions.
• 200+ staff in China.
• Gross Sales of USD70 million for year 2009.
4) Principal Duties & Responsibilities:
PLANNING & PROFITABILITY
• Development and implementation of sales strategies and plans as per company target.
• Achievement of agreed sales, distribution, and spending objectives by effectively
managing and directing the activities of the big sales force.
• Execution of geographic expansion plans as per company target.
• Conduct regular reviews of the business activities and sales performance.
• Manage trade promotional funds in line with Corporate and brand strategies i.e. POS,
Sampling, Account specific activities, trade communication as allocated from the
promotion line of the P&L.
• Recommend and be involved in product pricing decisions.
• Responsible for the implementation of sales systems and control over company assets
including inventory, cash, and trade spending.
• Work closely with supply chain and logistics to ensure products get-to-market efficiently.
• Manage trade marketing effectively to maximize sales execution planning in the store.
• Implement efficient customer service.
• Manage forecasting and demand planning accurately.
MODERN TRADE
• Excellent knowledge of modern trade and dealing with National accounts.
• Develop working relationship and management of super distributors and effective ways
to distribute to modern trade.
• Develop and implement strategies for effective merchandising and shelf management.
DISTRIBUTOR
• Effective working knowledge of traditional trade and distributors.
• Negotiate effective and efficient distributor agreements, maintain sound working
relationships and continually monitor progress against agreed targets.
LEADERSHIP
• Organize and lead a large sales force.
• The incumbent must maintain effective working relationships with all internal and external
working contacts.
• Manage customer complaints and queries about the products.
• The incumbent must manage and develop the human resources in his /her department
including the organization and implementation of appropriate training of all subordinates.
5) Work Environment:
• Based in Qingdao, China.
• Frequent travels within PRC (China).
• Working closely with respective Directors/ Key Managers in various departments, Trade,
Distributors, Retailers, Marketing agencies and Statutory bodies.
6) Preferred Education & Experience:
• A university degree, preferably with an MBA.
• Minimum of 10 years of National Sales experience with a consumer packaged goods
company, preferably in the biscuits and snacks in China within FMCG environment.
• In-depth experience in both traditional and modern channels in China.
• Experienced in Key Account and Distributor management. Logistics and Trade Marketing
experience will be an added advantage for this role.
• High sense of achievement with a strong drive to achieve productive results.
• Solid financial orientation and commercial sense i.e. good understanding of balance
sheet and strong comprehension in managing budgets (Advertising & Promotions).
• Strong communication skills in both English and Chinese (oral and written).
• Strong strategic thinking orientation and demonstrated creativity in getting things done.
An ability to see the bigger picture and from a regional perspective is important.
• Solid analytical skills and planning capability with an attentive eye to details.
• Able to challenge status quo and thrive in a competitive environment. Similarly, he/ she
will be able to challenge, motivate and be actively involved in building competitive
advantage through all stakeholders; direct sales, distributors, key accounts and peer
relationships.
• A team player who is able to work well with peers.
• Strong computer knowledge in word processing/database system.
• Possess a strong grasp of positive company values and ethics practices in previous
experience.
