Regional Sales Manager

4 days ago

Ho Chi Minh City, Vietnam Zoetis Full time

The Regional Sales Manager (SM) - North/Central/South plays a significant role in formulating regional sales operational strategy as well as ensuring excellent market execution in the managed territory. The incumbent works closely with and provide aligned directions & supervision to distributors' sales team in order to successfully and sustainably deliver short and mid-term business targets. Showcasing strong capabilities in distributor management also driving sales with discipline, aggression and flexibility, he or she is going to create appreciable contribution to the exponential growing momentum of the business.

**Number of Vacancies: 03**

**POSITION RESPONSIBILITIES**

**Manage in-charge distributor to ensure successful business target delivery**
- Join with distributor to build sales plan to meet or exceed sales growth, profitability, pipeline and other business goals
- Ensure perfect deployment of Zoetis' business strategies, directions, campaigns and/or activities to distributor and in the designated territory
- Work closely with distributors to forecast sales/customer demand
- Review & facilitate our channel coverage & saturation; lead new initiatives to improve the distributor performance and efficiency
- Manage distributors' inventory, market prices, flow of goods
- Support to prepare for monthly/quarterly/yearly business review and planning by analyzing market dynamics, competition, channel performance

**65%
**Contribute in Zoetis sales strategy development that drives exponential growth**
- Build & maintain solid business and market intelligence to support our company strategy and provide visibility of the market
- Partner with product & technical team to build up technical and trade marketing calendar, ensuring brilliant execution with distributors and in the market
- Study business growth opportunities in current and new channels with action plans

**20%
**Supervise and work to improve capabilities of distributors' sales team**
- Partner with CoE team to design and provide training/coaching: Sales planning, territory planning, negotation and problem solving skills
- Provide direct training and coaching to sales reps. Supervise sales reps' performance
- Join in recruitment and induction for new employees of distributor

**15%
**Handle adhoc and/or other tasks assigned by line manager
**Key Indicators**
- Business financial objectives delivery (Sales target and financial forecast accuracy)
- Sales planning & OTIF execution quality: Of distributor, by sales rep, by customers, by products
- Market performance of the portfolio: Coverage, customer value, customer expansion, new channel contribution...

**ORGANIZATIONAL RELATIONSHIPS**

**Internal**:

- Report to: Business Unit Head, CA
- Interact with:

- Zoetis Vietnam Leadership Team
- CA team: Product Management, Technical and Sales
- Commercial Operations
- Finance
- Commercial Excellence

**External**:

- Zoetis Partnership Centers (ZPCs)

**ZPCs' Customers: Dealers, vets & others**

**EDUCATION AND EXPERIENCE**
- Bachelor's degree holder in Business or related field of study
- 7 - 10 years of full-time sales and distributor management experience. Sales experience in both MNC & startup environment preferred
- Track record of successful sales performance
- Proven knowledge and experience of new business development, account management, pipeline management, sales planning and forecasting
- Exposure to trade and channel marketing is an advantage

**TECHNICAL SKILLS REQUIREMENTS**
- Aggressive, confronting but inspiring personality with strong entrepreneurial mindset and business acumen that drive positive results
- Hunger for business development and growth
- Proven analytical skills and critical thinking supporting decision making power
- Self-discipline and demonstrated ability to influence different partners
- Showcased conflict management skills
- Excellent MS Office skills needed. Communicative English is preferred
- Comfortable to travel across the country

**PHYSICAL POSITION REQUIREMENTS**

Full-time based in:

- 01 in Ho Chi Minh City for ZPC South
- 01 in Hanoi for ZPC North
- 01 in Nha Trang or Da Nang or ZPC Central (This position requires very high level of mobility and do not work in a proper office)

**Travel requirement: 70%

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