Coats Phong Phu

1. Role Purpose

The incumbent of this role is the face of the Company to the customers. Primary responsibility of this incumbent will be to manage and develop a portfolio of vendors to maximize revenue and margin for Coats.

Retaining relationships with the vendors and growing SOW by selling the full portfolio of Coats products and services aligned to the needs of the vendors is a key deliverable of the incumbent. Gathering market intelligence regarding demand trends and applying this to the demand forecasting process to ensure we can meet the customer requirements for product supply whilst optimizing stock levels and working capital

In addition, the incumbent of this role is responsible for business development by acquiring new sales with vendors not currently supplied by Coats. Using a structured approach to Prospecting and Digital selling to target vendors, identify opportunities and securing profitable new business is the key deliverable for this role.

This is a dedicated customer management role to sales and does not have any direct people management responsibility, however the incumbent needs to collaborate with a range of multi-functional colleagues to drive the customer agenda.

2. Principal Accountabilities and Key Activities

a. Increase Market Share:

Identify new opportunities to sustain business growth in the defined territory with a portfolio of existing customers.
Evaluate the market landscape to identify potential new customers for Coats to approach aligned to the local market development strategy for Coats
Growth with customers in priority segments projected to grow ahead of the market and growing share of wallet (SOW) is a priority focus
Use the principles of Value Verification to defend pricing strategies and maintain share in a highly competitive environment
Collaboration with the GA team to increase the level of conversion of specified business with GA customers with the local vendors.
Support the prospecting process to deliver new business opportunities to Coats to support the defined growth strategy for the market
Audit compliance to GA specifications by vendors and provide market intelligence back to the GA team
Actively use CSX Dynamics to manage and report all new business opportunities as they progress through the purchase funnel.
Provide market intelligence to and support to the Global Accounts team to work on securing new specification opportunities from new brands

b. Provide day to day service to Customers and engage prospects:

Help customers to pick the right thread for the right garment, assist with colour matching, lead price negotiations and conduct regular follow up on collections.
Maintain regular contact with customers virtually (phone, email, video) to complement face to face meetings in accordance with the service levels expected for key customer segments.
Provide training and support to customers and actively promote the use of digital portals for order placement, and other digitally enabled activities.
Liaison with customer service and logistics team to ensure on time delivery to customers.
Handle complaints regarding quality/application.
Update CRM (Dynamics CSX), on a daily basis for existing business and prospects
Deliver collection achievement vs. target as well as the intended DSO.
Liaise with credit control officer to work closely with customers in order to collect the payment on time.
Develop and establish contacts with potential prospects using digital and direct communication channels.

c. Support Sales Planning, Forecast and Projection effectively:

Contribute to the demand planning process and be accountable for ongoing improvements in forecast accuracy.
Conduct monthly rolling forecast review for demand planning of raw materials/finished goods stock.

d. Promote New Products/Global Services/Digital Marketing:

Coordinate with Marketing/Supply Chain for NPD launches locally
Work with Technical team to promote technical services to existing customers to deliver tangible benefits container (Efficiency savings) to customers and upselling opportunities for Coats
Jointly work with TS team to promote and upgrade product. Offer efficiency drive at customer shop floor
Actively build contacts and relationships using digital channels in collaboration with marketing