Develop elective distribution model
- Based on the RTM strategy, lead the design of evaluation scorecard of distribution, including distribution layout planning, selection criteria, coverage mode, value chain and rebate system
- Set up and make sure the execution of proper evaluation with Sales Pillars, DT and other cross function teams.
- Set up the process and lead the execution of distributors authorization
- Support local team anti-counterfeit action
Customer management policy and process
- Lead the customer master data related process and work with Sales Pillars to ensure the high quality customer master data
- Collaborate with Sales Pillar, BI and DT team to drive related system & process optimization
-Be responsible for distributor agreement related process, coordinate legal review, ensure contract signing completion, rebate update/reimbursement etc, to adapt to business needs.
-Be responsible for providing forward-looking insights to guide customer management on areas of improvement for the business
-Optimize the internal and external sales operation process to drive high efficiency operation platform and deliver high performance business growth through collaboration with internal and external stakeholder
Sales incentive management and capability improvement
-Be responsible for Sales incentive program design, continuous improvement, execution and tracking to support CPF KPI achievement in sustainable way
-Collaborate with Pillars to ensure sales KPI design and target setting well support Pillar target and RC China target
- Sales capability build up, including team building, capability training program, HPC coordination.
Governance & Compliance in sales execution
-Lead the governance and compliance in sales execution including policy and process design, related training, track execution in all pillars to drive proper sales behavior and be aligned with compliance policy, to drive healthy business
-Coordinate with Mars corporate internal audit and external customer audit
Requirements:
- Bachelor's degree in business or equivalent.
- At least 4 years working experience
- Sales Operation Management experience is fundamental.
- Contract/reimbursement process is a must
- Offline distributor experience is a plus
