Job Description
As a Sales leader, a key focus of the role is to inspire and uplift the current capability of the field sales team in-line with the regional Salesforce Effectiveness framework. This includes embedding a standardized call process into sales cycle objectives and ensuring its adoption by the field team through co-travel (50-70% time in field) and coaching. This is a new capability development and transformation of sales from transactional to consultative selling, requiring the incumbent to lead the team through change management, set expectations and monitor performance.
Responsibilities
Leadership
- A key member of the Malaysia Singapore Cluster Leadership Team
- Active involvement and contribution to leadership of the MYSG business such as strategy development and refinement, business development opportunities, team engagement
- Account owner for selective strategic business accounts.
- Lead, inspire and develop direct reports; ensure field sales team performance at a high level to deliver the budgeted business results
- Develop a high-performance sales team culture, setting high standards, clear communication of expectations and follow-through of behaviours and outcomes
- Implement and evaluate key account plan execution barriers to meet sales objectives by product portfolio, by customer.
- Provide field insights and competition benchmark for better execution among key account customers.
- Collaborate cross-functionally with key stakeholders including Key Accounts, Marketing, Professional Services, Supply Chain and Commercial Operations to develop and optimize sales programs, pricing, incentives and policies relating to the optical market
- Lead cross-functional executional projects via working groups forums
- Role model and develop a strong team understanding of CooperVision's global competencies, culture, products and policies
- Drive team engagement measured through continuous improvement in Gallup Survey Scores
- Build networks above country to learn via best practice to drive a culture of continuous improvement
Results Focus and Financial Outcomes
- Results focus addressing areas of underperformance, driving areas of opportunity and leveraging areas performance
- Deliver budgeted financial outcomes; driving sustainable and accretive top-line and bottom-line growth via leadership in channel, customer, and portfolio mix management
- Prepare and present weekly, monthly, quarterly business reviews for assigned projects
- Drive ASP growth through correct governance of price discounts at practice level in accordance with company discount parameters and contract policies
- Build and monitor budgets and performance to budget
- Analytical and data driven in delivering business objectives.
Sales Force Effectiveness
- Deeply understand company and commercial objectives, short-term and long-term, translating them into structured sales execution in field
- Support system utilization and development, in collaboration of Commercial Operations, to collect high-quality data for close-loop feedback to inform strategy and tactics effectiveness
- Partner with commercial leadership to develop team incentive programs that are aligned with commercial objectives and are equally stretching and motivating
- Ensure territory plans are aligned with business segmentation shape to drive SFE
- Enhance the team for weekly follow -ups (plan, do, check, action) for any variance to the aligned objectives and reasons for any variance.
- Deliver new product launch plans with sustainable execution tracking strategies
- Develop and measure SFE KPIs through partnership with Commercial Operations
- Drive a culture of continuous improvement in SFE throughout the business to deliver ROI for headcount
People Development
- Recruit, develop and retain a high-performance team
- Establish annual performance goals and objectives for each team member in line with corporate objectives and the cluster strategy and hold them accountable in achieving the results
- Conduct regular infield coaching with team members and identify development opportunities to improve team members commercial capability, sales technique, product knowledge and value-adding tools
- Conduct routine co-travel coaching visits with each team member
- Lead the development culture in the team; ensuring all members have robust development plans
- Build a culture of empowerment and accountability; call out poor performance / behaviours and manage accordingly
- Complete and present the team talent matrix and a succession for your team as part of CVI's annual Employee Development Review (EDR) process
Customers
- Develop an extensive knowledge related to the market: competitors, independent optometrists, optical / corporate chains, buying groups and targeted accounts
- Develop channel/customer strategies and customer-centric solutions to develop both CV and Customer's business
- Adapt holistic tracking methodology for field sales to win store share, influence key decision makers, maintain loyalty, and then implement associated channel plans for each channel / account
- Facilitate business plans deployment to all national key account branches and timely feedback progress
- Ensure customer contact is in accordance with company guidelines using approved resources and programs
Teamwork
- Develop strong working relationships across all relevant teams locally, regionally and globally
- Role model the requirements of a high-performance team across all active teams
- Lead cross-functional team to develop solutions to drive performance and people development across the business
- Deeply work with CMKT / Head of Key Accounts for JBP development
Qualifications
Knowledge, Skills and Abilities:
- Clear and concise communication skills, both verbal and written, and ability to communicate at all levels, including senior executives / board level & business owners
- Strong ability to drive change and hold team members to account across different groups and geographies
- Presents professionally and confidently both internally and externally
- Strong analysis and insight skills
- Strong planning skills with attention to details
- Solution focused commercial business planning skills
- Proactive and always looking for fresh new ideas or approaches
- Ability to create strong business networks and relationships
- Ability to move between strategy, action, commercial and clinical
- High level of analytical skills to be able to derive useful insights from raw data and information, availing strategies and approaches that enable acquisition, retention, and enhancement in sales volume
- Excellent understanding of Customer, Business Intelligence, and Industry trends
- The ability to strategize marketing / commercial orientation
- Resolves critical issues and contributes to organizational development. Always look for opportunities to improve by challenging status quo and by being innovative
Work Environment:
- Normal office environment
- Travels extensively to customer accounts
- Occasionally travel for sales workshop and conferences
Experience:
- Minimum 10 to 12 years sales experience across operations, channel management, and trade marketing
- Excellent interpersonal (handle all levels), leadership, written & oral communication skills. Strong analytical skills with ability to be detailed yet strategic
- Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result
- Thorough knowledge and understanding of sales, brand & category applications and principles.
- Strong leadership of team & understanding of people development dynamics
- Strong customer engagement experience across levels & functions
- Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions
Education:
- Bachelor's degree or equivalent
