Job Responsibilities:

1. To provide leadership in the planning, controlling, supporting and directing sales activities for the achievement of the company’s monthly sales target / annual sales budget.

2. To build and champion the “Quality Sales” values amongst the Kotra sales team.

3. Business Management

3.1 To develop and implement competitive strategy and plans to achieve the monthly sales target/annual sales budget.

3.2 On time and effective execution of marketing strategies /plans in trade.

3.3 To achieve and sustain good distribution, merchandising and in-store presence for Kotra product range superior to key competitors.

3.4 Good understanding of Kotra Pharma’s Key Account customers and fully aware of the planning lead time, develop and implement impactful account specific activities, to maximize sales generated in the outlet/s.

3.5 Perform analysis monitoring and periodic review of sales rep call route, maximize sales rep productivity.

3.6 To monitor and ensure cost effective R.O.I of sales promotion funds.

3.7 To develop and enforce an effective debt control strategy to minimize account overdue (> 90 days) and bad debt write-offs.

3.8 To have in place sales information systems (supported by IT) for timely monitoring and analysis of sales performance against targets and for speedy action where performance is short on expectations.

4. Customer Management

4.1 To convene as a minimum, an annual business review with our Key Customers.

4.2 To establish personal contact with key customers as a show of commitment towards meeting customer needs and expectations.

4.3 To keep internal customers (especially Management & Marketing) abreast of current trade development and competitor intelligence / activities.

4.4 To periodically (at least annually) implement Customer Satisfaction survey to be in tune with customer expectations and for continuous improvements in service deliverables.

5. People/ Team Management

5.1 To continually strive to build a highly motivated sales force and an environment which recognizes and rewards achievers.

5.2 Set a high bar on recruitment of team members, plus doing periodic assessment of sales team competencies and implementing appropriate training (external or in-house) and/or coaching, achieve a gold standard sales team that will be an envy amongst our competitors.



Job Requirements:

1. Tertiary education.

2. Minimum 5 years sales management experience in leading a team in an OTC or FMCG environment.

3. Good knowledge and experience in managing key account for modern trade and general trade sectors.

4. Strong leadership and managerial skill to guide, influence and motivate the sales team for best results.

5. Good written and verbal communication skills.

6. Effective negotiator who can achieve a win-win partnership.

7. Ability to demonstrate strategic approach to problem solving and business development.

8. Strong team player and displays sound judgment.