Head of Sale Excellence

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Head of Sale Excellence

HRINC (Cambodia) Co., Ltd Job location: Phnom Penh

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Job Overview
# Hiring1
Job TypePermanent Job
Exp. LevelSenior Management
Job FunctionSales
IndustryBeverages / Liquor
Preferred ApplicantLocal
Required LanguageEnglish , Khmer
DeadlineJul 1, 2022
Job Summary
  • Driving FIT implementation and execution
  • Responsible for developing and implementing the future sales operating model, including optimizing the sales process, developing sales programs and conducting sales training.
  • The overall focus of the position is to ensure sales force effectiveness and efficiency in field sales team while closing the gap between global strategies and local execution.
  • Planning, organizing, implementing, reporting, target & budget setting, tracking and continuous improvement on Brand Promoter Management
Responsibilities and Duties

1. FIT:

  • Introduce and ensure company comply to FIT 2.0 Requirement.
  • Assist in developing PICOS with Trade Marketing.
  • Monthly FIT Review with Sales Leadership Team to drive effectiveness of FIT.
  • Enhance PICOS Training for field sales team

2. Sales Development Team:

  • In-Field coaching of 6 Sales Development Managers
  • Culture consistent & structured 5Ps (Product, Placement, Price Promotion and Perfect Serve) FIT measurement
  • Develop effective reporting of sales audit results
  • Develop effective follow-up on actions from sales audit

3. Sales Training & Capabilities:

  • Optimizing sales process by developing and implementing a Sales Excellence plan and initiatives that drive and standardize sales process compliance and best practices, while harvesting synergies across the organization and functions
  • Development and implementation of Sales Excellence training programs continuously improving the competency and effectiveness of the salesforce.
  • Driving people development agenda and build talent pool in Sales
  • To structure the company selection process of training courses that support company objectives, strategies and organization capability requirements to drive business growth.
  • To conduct in-field coaching / on the job training to further embedding the principles of Carlsberg’s Professional Selling Skills as learned from programs and focusing on the development needs of the individual salespeople.

4. Brand Promoter & Training:

  • Analyzing Brand Promoter (BP) and outlets’ performance, develop and drive program to improve sales productivities and ROI
  • Comprehensive brand promoter management to ensure the full force of brand promoters equipped with the right skill, right tools and delivering strong sales growth from brand promoter outlets.

5. H&S / EHS:

  • Lead by example and actively support EHS activities within your area and be accountable for EHS awareness and performance under your area of responsible.
  • Ensure to be complied to the Group and local EHS policies and standard.
  • Ensure adequate risk assessments are carried out which, involving employees and contractors, during the development of the safe work procedures for the activities to be performed under your scope.
  • Ensure all personnel under your control are adequately trained about the risk associated with their jobs.
  • Ensure the third-party temporary labor worker working under your area are adequately trained and to be complied for the site EHS rules.
  • Ensure adequate PPE is available for employee and contractors working under your area
  • Ensure that periodic inspections are conducted to identify EHS concerns and action plans has been developed and implemented to eliminate EHS issues from its source.
  • Ensure employee and contractors under their supervision have at least one personnel performance priorities are related to EHS activity or topic. 
Qualifications and Skills
  • Bachelor’s degree in Marketing or Sales or Commercial
  • Minimum 10 + years of experience in a Sales Leadership and/or Sales
  • Demonstrated depth of knowledge about sales methodology, strategic selling, and sales enablement
  • Experience rolling out sales methodologies, or other signification change management efforts, to a global sales organization
  • Demonstrated ability to define, refine and implement sales processes, procedures and policies
  • Ability to conduct a sophisticated and creative analysis of complex data and translate the results into actionable deliverables, messages, and presentations
  • Proven ability of driving project from conception, to start to finish, not just execute on existing plan
  • Strong problem-solving skills and decision-making ability
  • Strong collaborator and ability to build relationships with key stakeholders
  • Excellent written and verbal communication skills
  • Experience with Salesforce and/or other CRM system
  • As part of your job scope, you may be required to travel to provinces or cities that may happen from time to time.
How to Apply
NameRIT Vichera
TitleSenior Recruitment Coordinator
Phone Number+855 78202503 / +855 93618082
Emailrit.vichera@hrinc.com.kh
AddressHouse #10, Street 242, Sangkat Chaktomuk, Khan Daun Penh, Phnom Penh, Cambodia.
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