Product Management & Marketing (40%)
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Market intelligence. Track, gather, analyse & report market trend & competitor activities.
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Support all ATL (eg: advertising) & BTL (eg: public events) sales promotions implementation and administration. Review & analyse ROI.
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Conduct sales training.
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Price management. Channel pricing communications. Support price discount management.
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Sales forecasting.
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Timely & accurate market information to support decision making. Updated & accurate information on trade regulations & government policies.
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Achieves set sales/marketing objectives both strategic & tactical. A & P expenditure within budget & policies.
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Skilled & knowledgeable channel sales force.
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Adherence to price policies & sales policies. Timely implementation of market pricing.
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Timely & rationalized submission. Optimal channel inventory.
Channel development (35%)
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Channel mapping. Identify, assess & appoint channel partners.
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Conduct regular sales calls targeting top resellers.
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Monitor storefront merchandising implementation at key retailers.
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Capable & committed channel partners.
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Achieve EVL & channel sales targets.
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Top of mindshare amongst key retailers. Prominent brand & product display. Prominent & correct product messaging in the market.
Business development (25%)
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Direct end user engagements of key large corporates & relevant market segments to assess needs.
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Support channel partners for major projects/tenders. Engage key end user decision makers to establish competitive situation & promote winning preposition.
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High brand recall. Updated & accurate information on market needs. Estimated sales potential.
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Win major tenders.
Major challenges
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Resolving channel conflicts eg: price war. Clear guidelines/policies and pragmatic enforcement to maintain channel motivation.
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Identifying suitable channel partners particularly in emerging region/cities. Extensive market combing needed at beginning.
Key Decisions/Dimensions
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Prioritizing work based on strategic potential and effort/resource required.