1. RESPONSIBILITIES

• Develop Sales Plan for long term (every five years) and short term (i.e annual Operating Plan) based on (a) market and competition analysis (b) internal strength – capabilities as well as weakness – opportunities (c) experience in lubricant markets where required
• Analyse market potential, competition and end-customer base in order to define the strategies of (a) product portfolio to win in niche markets (b) channel capability & development plan (c) internal capabilities including technical and services, in which added value to the product is consistently aligned in all plans
• Propose Marketing actions and supports from other departments to make the Sales Strategic plan feasible and achievable
• Develop internal capabilities to anticipate the business growth and changes including manpower, sales competencies and processes | system to enable the strategic or operating plan
• With the approval of General Director – to roll out the Sales strategic long term into annual Operating Plan with clear activities, timelines and measurements   
• Build the sales strategy around a benefit-selling approach, together with the Global Center of Excellence. Ensure these principles are inherent in the strategy and the roll-out of all actions in the field
• Plan annual budget based on the strategic sales plan every year and past experienced activities | spending
• Develop detailed actions plan by quarterly and monthly to deliver volume (top line) and ensure GM compliance
• Make decisions on customer incentives and align with Marketing initiatives | promotions to deliver monthly | quarterly and yearly sales performance
• Assess the channel capabilities and develop actions plan to bridge the gaps if any
• Track actual implementation or results vs. plan (initiatives and spending). Take actions to bridge the gaps, if any
• Run analysis and reports on Sales Performance by monthly, quarterly to Management Team
• Ensure all Sales or company processes (and policies) are implemented by Sales Team. Remove internal barriers to ensure the compliance and prompt feed-back or actions
• Develop highly integrated place of pre-sales, field-trial tests, first-fill change-over, regular performance field checks and troubleshooting processes and execution with the technical and product development department as the primary driver for value addition
• Coordinate with other departments (Customer Service, Quality, Finance etc) to quickly settle all external feedback and complaints
• Seek opportunities to improve internal sales processes, improve efficiency of all sales activities or projects (spending, resources etc). Lead projects and process changes to improve the Sales efficiency
• Improve forecast accuracy
• Roll out the improved operating model (such as channel model, sales B2B process, SPANCOP etc), processes or initiatives to Sales Team
• Improve Sales morale and retention rate by working with General Director and Human Resources to fix ad-hoc issues and build long term solutions for Sales CI
• Analysis the gaps of org and sales capability and develop the capability improvement plan with comprehensive internal and external training plan
• Ensure trainings (from internal and external parties) plan is delivered and the efficiency | capability improvement can be proved from the trainings
• Build coaching culture and engagement culture across department and as a leader of the company
• Extend the role (where or when possible) to support General Director and CI Export Manager in working in other Asia Pacific countries (Sales area only)

 

 

Requirement:

• Minimum Bachelor’s Degree in Commercial or Engineering fields
• Exceptional communication in Vietnamese and English (speaking, writing and presentation)
• Minimum of 3-5 year experience in leading Sales Department in a MNC environment and similar industry with the same size or complexity
• Leading sales activities in the similar industry
• Capability to manage and develop Distributors and improve a complex channel & distributors network
• Developing and delivering a benefit-selling philosophy and operating under similar conditions
• Capability to approach, present and sell in a true B2B industrial environment
• A thorough understanding of B2B and B2C Sales Processes
• Lube background and education is preferred – but not a must
• Highly results-driven
• Structured and well organized
• Strategic mind-set
• Self-motivated leader with team building capability – including coaching
• Real team player