1. Job purpose

The Regional Sales Manager is responsible for the sales and the management of distributors and local key accounts (end customers) in the designated region with a focus on certain key cities. He/She manages a couple of distributors direct and manages/supports the City Sales Manager in the region (if applicable) as well as the 3rd party merchandisers (DSR’s).

2. Place in the organization

The Regional Sales Manager report to the Sales Director China, who reports directly to the Country Manager China. 

3. Key Result Areas

• Responsible for the management, optimization and execution of the Lotus Bakeries China Distributor Management System (DMS) with the distributors in the region and with the local key accounts (LKA) in the key cities. Responsible to achieve the budget in terms of sales volume, N3 and CM.
• Responsible to create market insights, end customers understanding in order to develop and build a strong plan for the key distributors and their local key account in terms of Assortment, Distribution, Visibility (in-store execution) and building Penetration (via promotions and sampling activities).
• Manage the distributors in the region/key cities with the objective to manage sales in to them related to sales out, stock keeping, sales forecasting and execution of the growth plan based on ADVP as described under point 2.
• Manage together with distributors their local key accounts based on ADVP plan and support distributors and local key accounts to optimize their sell in, while building further household penetration for Lotus Biscoff.
• Manage, steer, coach and mentor the CSM(‘s) and DSR’s in the region in order to ensure perfect execution of the DMS with distributors, ADVP plans with local key accounts and  in-store execution on shelf and during promotions. Optimize the availability and visibility of Lotus Biscoff in order to drive sustainable sales.
• Responsible for the sales forecast of the distributors in the region and the promotional planning and evaluation in order to ensure a good demand planning and thus to prevent potential out of stock and/or A/O sales.
• Be our “eyes and ears” in his/her region and keeps track on developments in the region/market concerning distributors (current and potential new), (local) end customers (current and potential new) and competitors. Close cooperation with the other Regional Sales managers and City Sales Managers to share and learn from experiences and best practices. Close cooperation with Marketing, Supply Chain and Finance to ensure the overall objectives of the company are achieved.

4. Profile

Education (degree):

Education at University Level

Specific knowledge:

Familiar with distributor and local key account management

Experience:

• Around 6-9 years of solid (field) sales experience managing Distributors and LKA.
• People management
• Strong experience in FMCG, working with A-brands and in an international environment. Prefer to be from the field of imported foods
• Have a good network with local distributors and local key accounts

Language:

• Chinese
• Workable English is a must

Personal competences:

•  Strong personality with a “can do” mentality
• No 9-5 worker; flexible, willing to travel and to go “the extra mile”
• Strong personality and serious partner in business
• Good in managing relationships, but also good in numbers and details
• Understands the market, how to manage distributors and end customers
• Willingness to learn, to develop and to grow him of herself and the company