Sales Force Effectiveness Manager

3 weeks ago

Shanghai, Shanghai, China Ferrero Full time
Job Overview

Ferrero is a family-owned company with a progressive and global outlook, renowned for iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno, and Kinder Surprise. As our love for these brands continues to grow, so does our global reach, with products sold in over 170 countries and a presence in more than 50 nations. Our success is built on the dedication of 38,767 employees who embody our values of care and quality.

Main Responsibilities
  • Collaborate with the National SOP Manager to enhance the effectiveness of sales force regular execution, including store coverage and in-store merchandising.
  • Optimize sales force efficiency through various approaches, such as sales organization, overhead optimization, and incentive schemes.
  • Manage third-party sales resources to support Ferrero business, including MDR management and outsourced audits.
  • Implement compliance and business integrity in sales.
About the RoleSales Force Effectiveness & Efficiency Management
  • Drive business enablers through national guidance and policies, implementing them via regional SOPs, including coverage, active store, strike rate, and route compliance.
  • Design and continuously improve sales incentive schemes.
  • Standardize sales processes.

Vendor Management

  • Manage fixed and routed MDR via third-party vendors, supporting regional business needs.
  • Improve efficiency and fulfillment of MDR teams.
  • Optimize merchandising resources for the company against relevant business uplift, such as sales calls, route planning, and territory planning.
Overhead Management
  • Optimize sales organization to maximize sales force investment.
  • Implement zero-based budgeting processes to manage overhead, optimize investment, and link it to business needs.
Requirements
  • Strong sales expertise and knowledge of FMCG approaches to the business, with a preference for confectionary industry experience.
  • Logical thinking and P&L-driven thinking.
  • Strong communication ability and result-oriented mindset.
  • Proactive and resilient.
  • Strong leadership and people management skills.
  • Fluent English.
  • Ability to think outside the box is a plus.
Success Factors

To be successful at Ferrero, you'll need to be consumer and product-centric, dedicated to crafting brilliant results for consumers worldwide. Our company values care and quality, and we're committed to building a diverse and inclusive culture where all employees feel welcome and appreciated.

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