Fonterra Brands Việt Nam ★ 3.4

REPORTS TO: Regional Sales Manager
DIVISION OR DEPARTMENT: Anchor Food Professionals
LOCATION: Nha Trang, Ninh Thuận, Daklak - Vietnam
Purpose of the Position
The Vietnam Foodservice Business is identified as one key pillars of growth for Fonterra Brands Vietnam with the expectation to grow volume and value in the next 3 years.. Hence, this position is critical to generate revenue and profit for the business unit by selling Anchor Food Professionals product (ie Butter, Cheese, Cream, Cream Cheese & Milk) to foodservice outlets like 5-star hotels, Bakeries, restaurants, beverage houses and others.
The responsibilities included:
• Deliver the assigned sales target by products/ category (Volume, value)
• Using the right sales tool to provide the right solution/value added services to our customer including dairy product knowledge and its application in all foodservice operations that can incorporate dairy products.
• Work with distributors to assure they are capable to provide customers with satisfied services (logistics, supply consistency, stock on hands & credit terms).
• To provide input on sales forecast from customers, manage customer complaints and find every opportunity to increase the dairy penetration per customer/ or be ahead of competition to increase the number of new customers.
Job Description
Sales Execution:
• Monitoring on own daily/ weekly sales run rate to ensure that it is on track vs assigned target.
• Introduce new products and implement any promotional programmes from the Channel Team
• Maximising market potential via effective Route to Market (RTM) to achieve targeted distribution in width (geographical expansion) and depth (share of wallet in dairy category, increase PRC).
Sales Capability:
• Plan daily/ weekly/ monthly work accordingly by route (pre-call/ call plan), follow the sales discipline
• Learn how to use the sales tool that was provided to enable solution selling and capture customer insights as much as possible for account development.
• Negotiate with customer on the best pricing to drive profitable growth (GM$) for each of the category.
• Continuously make an effort to improve product knowledge through the training programme and work closely with Line Manager on personal development.
Sales Operation:
• Responsible for completion of monthly sales report (ie working plan, competitor information, potential customers).
• Gather timely accurate market information and analyse all relevant customer/market data across the various market segments in a Foodservice database
People Management & building sales capability:
• Recruit, train and coach sales team on solution selling and how to use the sales tool properly
• Manage sales team daily routines to assure the sales disciplines are in place
• Manage & motivate sales staff through a proper development plan to ensure they deliver their best.
Major Challenges:
• Managing pricing volatility of our product vs competitor
• Understanding & application on product technical knowledge to convince customers who have switched to competitor brands due to dis-satisfaction with our services to become our customers again.
Health & Safety Accountabilities - Manager/Supervisor
• Understand business and the risks that need to be controlled for everyone to get home safe and well every day
• Share vision for health and safety, set clear objectives and involve the team in improving performance
• Demonstrate behaviours that support a health and safety culture i.e. asking questions about health and safety, reviewing and sharing health and safety performance, sharing learning and celebrating success
• Integrate health and safety into day-to-day business plans and activities and provide resources for people, systems and equipment
• When a team member is injured, the manager will be required to manage in conjunction with our insurers the injury management, compensation and return to work processes.
• A manager will report and manage the outcomes of any incident.
• A manager will lead and participate in Health and Safety activities such as Health & Safety walkarounds, hazard identification and risk assessment processes in line with Company procedures and processes.
• A manager will comply with responsibilities as detailed in the Health & Safety management system.
• The manager will identify and report all hazards and incidents.
• The manager will participate fully in the Health & Safety improvement process.
• The manager will co-operate fully in any injury management process to ensure full participation in the workforce after cleared fit for duties by a registered medical practitioner.
Food Safety and Quality Accountabilities
• The employee will be familiar with and comply with all aspects of Fonterra's food quality systems, policies and processes.
• The employee will identify and report all food safety and/or food quality hazards or breaches.
• The employee will report any instance of suspected and/or confirmed contagious/infectious diseases, which has the potential to implicate food safety, including any instance of vomiting, diarrhoea, or blood borne infections. This includes, but is not limited to, any local regulatory requirements. .Qualifications and Certification
• Graduate from High School/ Vocational School.
Experience
• At least 2 year working experience in sales; sales experience in B2B, HORECA or food solutions is an added advantage.
Technical / Functional Expertise
• An interest in foodservice and willing to learn (ie baking & cooking) related to product knowledge
• Able to work independently, good problem-solving skill.
• Has the right personality to develop a strong relationship with large customers.
• Good in using Microsoft office computer software
Industry Experience
• Foodservice sales channelThưởng
Attractive Income
Chăm sóc sức khoẻ
Insurance + Healthcare plan
Nghỉ phép có lương
Professional, dynamic working environment