Overview

This key position is responsible for leading the sales force handling the Area Distribution set-up for mainstream selling focused on converting the Sari-Sari Stores and Telco Tiangges into subscriber acquisition and load selling outlets. This position is reporting to the Regional Sales Manager of Traditional Channels (General Trade & Direct Sales)

Functions

• Develop and execute plan to grow DITO’s mobile business per area.
• Manage, monitor and ensure success of the area's performance.
• Coach Territory Sales Specialist and Direct Sales Specialist and ensure best practice sharing among them.
• Visit at least on average 2-3 TD, 3-5 Sub-Distributors, and 30 outlets weekly to get market insights.
• Set strategic objective for Territory Distributor’s area and approve trade-marketing programs based on trade development budget.
• Conduct Business Review with the distributors.
• Cascade of sales & marketing programs.
• Continue Training of Territory Distributor Specialist, Direct Sales Specialist and Territory Distributors Sales Personnel: Products & Services Knowledge, Basic Call Procedure, Selling Skills, Negotiation Skills, etc.
• Conducts and submits field report evaluation and validation.
• Set strategic objective for Territory Distributor Specialist and Direct Sales Specialist’s area and approve trade-marketing programs based on trade development budget.
• Attend to Territory Distributors or Sub-D or Retailer meetings monthly
• Translate direction from HQ into actionable tasks for Territory Distributors Specialists/ Direct Sales Specialists and ensure compliance.
• Achieve sales targets (in terms of activations) and/or revenue targets for the assigned Area by translating the Channel strategies into specific sales objectives, strategies, programs and action plans that fit the business opportunities and trends.
• Participate in the development and assessment (with Channels Strategy Development team) of different business models, distribution strategies, product to channel mix, sales tool automation, policies and processes for effective product distribution
• Lead the implementation of sales activities for the Area to contribute to overall General Trade Sales performance.
• Takes ownership for the consistent implementation of Sales cadence to make sure that team activities are aligned and contribute to total General Trade Sales objectives
• Responsible for the profit and loss of the Distributors and develops winning programs to boost Channel performance.
• Design and develop optimal organizational structure, performance measures and succession planning in collaboration with HR/Talent Management team.
• Manage OPEX and CAPEX of the Area.
• Manage and audits all Territory Distributor Specialists/Direct Sales Specialists operations and systems implementation.
• Build a win-win business relationship with third party agencies to ensure product/service offering success for the segment/brand.

Employment Standards

Competencies & Skills:

Strategic Thinking

• Planning, designing and executing sales strategy
• Market Insights, Industry, Socio-economic, Geographical area analysis
• Forecasting and Target Setting

Entrepreneurial

• Identifying and acting on new opportunities
• Balance intuition and data-based information
• Systematic planning and risk taking
• Bias for efficiency and optimum productivity

Execution Excellence

• Leadership for Results
• Organization and risk mitigation
• Influence and Persuasion
• Networking and Negotiation
• Provides direction and vision
• Standards Setting
• Resource Optimization

Innovation

• Continuous Learning and Improvement
• Creative Problem Solving
• Advocacy for Best Practice

Customer First Orientation

• Customer Intimacy
• Service Mindset
• Accountability and Ownership of Customer Satisfaction

People Orientation

• Coaching and Mentoring
• People Development and Capability Building
• Distributed and Generative Leadership
• Orientation towards excellence

Personal Values

• Leadership by Example
• Personal Integrity and Ethics

Partner Management and Channel Development

• Strategic Alliances
• Business and Financial Acumen
• Operational Excellence and Efficiency
• Empowerment and Capability Building

Job Skills & Qualifications

Required:

• Bachelor’s degree or equivalent and relevant formal academic qualification in Marketing / Business Management. Master’s degree is an advantage
• With at least 10 years Sales Management experience in the fields of Consumer Markets, Retail, Sales and Distribution.
• Proficient knowledge in channel organization systems and operating details of local telecom industry
• Well-connected with local business partners to build up distribution channel systems
• Proficient with business tools/systems like Microsoft Office - Microsoft Word, Excel, Power Point & others. Knowledge in Supply-chain systems, ERP, CRM, DMS, etc. is a plus.

Preferred:

• Work experience in Telecommunications, Fast Moving Consumer Goods Distribution and/or have worked for Regional or Provincial Distributors of the Telco incumbents.
• Management experience of Handsets, SIM-card distribution and other physical products in both online and offline channels

Please refer to job description.