Total Number of Openings
1
Promotes and sells Chevron's products to maximize revenues.
Main responsibility: Understand correctly, communicate and apply efficiently the policies of the Company (hereafter referred to as the Company) related to the Company sales strategies, market development plan, distribution system, and distributor capability to the Distributor (hereafter referred to as the Distributor). Coordinate with concerned supervisor/manager and colleagues to establish and implement short-term and medium-term plans, actively and efficiently seeking and using of supporting resources in order to achieve targets in sell-in/sell-out volume and Total Gross Margin assigned by the Company to the in-charge distributor(s)/area/channel. This responsibility requires proactiveness from the job holder when working with the in-charge distributor in building and implementing necessary measures that may help distributor to achieve sales volume and high-tier product list to achieve Total Gross Margin target. Make proposal to supervisor on activities related to sales support, replacement or finding potential distributor candidates in case the in-charge distributor fails to meet the Company sales performance requirements. Take direct responsibility for setting direction and providing support to distributors in distribution network development according to the Company standards, developing new distributors and improving the performance of existing distributors in the assigned area. Consult and support distributor to efficiently develop their sales force management capability, including the providing and coordination in providing necessary skill trainings to DSP (Distributor Sales Person). Regularly and continuously conduct DSP's and DSS (Distributor Sales Support)s onsite competency assessment in order to provide distributor with appropriate recommendations for improvement. Consult and set direction to help distributor in practicing skill building & management and in maintaining disciplines in distribution management database system maintenance (DMS or similar systems) that may reflect fully, correctly and on-time the distributor's sell-in/sell-out and its investment data. Consult and coach distributor, DSS, and DSP in using those data.
Job details: Efficiently implement the Company policies, business direction and plan to assigned distributors:
- Understand, seize and implement exactly the Company policies, business direction and plan to assigned distributors and their representatives. Key policies and strategies include distributor support programs, sell-out focus, maintenance of a sufficient and accurate DMS database, modern retail system management capability and other strategies at times.
- Regular check about actual onsite implementation about the Company strategies and policies. Inform distributor and direct supervisor promptly about onsite finding issues to find suitable solution in order to make sure the Company policies and direction are implemented effectively, accurately and on-time.
Efficient set up and deployment of business activities in order to achieve volume target and total gross margin in accordance with the business plan for the assigned area.
- Directly discuss and deploy the Company's monthly/quarterly/annual business plan to distributor. Support and consult distributor in assigning sell-out target for each location in the distributor's assigned area on monthly/quarterly/annual basis.
- Establish market visits and market checking plan at optimum level including checking of customer information and outlet's sales volume accuracy versus distributor's DMS database and DSS/DSP's actual capability. Inform distributor/DSP/DSS about onsite working plan to make sure related market visits are effective.
- Ensure correct implementation of the Company's recommended retail price, sales and promotions programs to outlets.
- Monitor and guide distributors to effectively use of the Company's assigned budget that they are provided by the Company for their annual market development activities.
- Have monthly and quarterly meetings with distributors for discussion about business results, area management, customer service and other related issues.
- Develop Tactical Needs Forecast for assigned distributors
- Develop Tactical Demand Forecast (for the next 3 months) based on relevant input data according to the process prescribed by the Company.
- Support distributor in efficiency management of their stock inventory. Check actual stock inventory versus the DMS inventory data at minimum 3 times per year for each distributor. Make report to supervisor on related issues promptly and exactly.
- Provide supervisor with validated and accurate market information in order to serve decision making process related to suitable promotion program design and pricing policies.
- Directly responsible for working with distributors, Marketing department and concerned departments of the Company in building Local Site Marketing Program (LSM) to help assigned distributors to develop according to the Company's direction and to achieve business goals assigned by the Company.
- Quality Assurance of Distributor Database Management (DMS/similar softwares)
- Coordinate with Sales Support team to train and re-train the distributor's sales assistants or administrative/accounting staff in using the distributor management softwares.
- Ensure the data input of the assigned distributors is in good quality to meet the Accuracy, Completeness and Timeliness target to support sales and/or network development decisions.
- Directly responsible for the accuracy of the assigned distributor's DMS database. Conduct regular check on customer database accuracy by onsite checking about the customer data versus the DMS database during field trips. Promptly report to supervisor for necessary corrective actions in case of lacking of cooperation from distributor and their sales team.
- Good implementation in reporting and debt collection regime:
- Understand and promptly report market information including business situation in the area, competitors information.
- Ensure the distributors properly and correctly implement the inventory reporting and management policies.
- Ensure all credits are properly granted to distributors and collected from distributors in accordance with the Company policy.
- Making business travel plan & training and coaching plan for distributor sales staff:
- Set up monthly business travel plan in accordance with the Company policy.
- Organize or coordinate to organize training courses and knowledge sharing sessions for DSPs on quarterly basis.
- Arrange on-field trainings for DSP and DSS based on the distributor's KPIs (Key Performance Indicators). KPIs include but not limited to sell-out volume at each area or of each DSP, hi-tier product volume, ratio of active outlet vs. current outlet, current outlet quantity, daily Active Sales Outlet (ASO) quantity, monthly SKU quantity, MCP (Market Coverage Plan) compliance quality, BCP () compliance quality etc.
- On-field visit to in-charge DSP at least once a month and make visit report to distributor and direct supervisor.
- Retail and distribution network development:
- Provide orientation and assistance to distributors in developing sales programs & capability including detailed development plan for retail network and Caltex product coverage in distributors assigned areas.
- Set up detailed plan to assist distributors whose business results have not met the Company's expectations or newly recruited distributors.
Propose, search and replace existing under-performed distributors who do not meet the Company's expectations in order to achieve targeted volume and before-tax earnings from the assigned area.
Requirements
- Matured Vietnamese national with university degree (preferably in mechanical or chemical engineering)
- At least 4 years working experience in FMCG or lubricants industry.
- 2 3 years of B2C sales experience in a multi-national company is an advantage.
- Be responsible, active and able to develop business in a highly competitive market.
- Excellent skills of planning, analytical thinking and problem solving.
- Good communications, negotiation and presentation skills.
- Ability to work independently and in a team under high pressure.
- Fluent in English and Vietnamese, both speaking and writing is an advantage.
- Computer literacy (MS Words, Excel, Power Points).
- Ability to travel.
Chevron is accepting online applications for this Indirect Associate Business Consultant position (Job profile: Associate Sales Representative 3) located in Ho Chi Minh, Vietnam through December 15, 2024 at 11:59 p.m.
Chevron participates in E-Verify in certain locations as required by law.
