Field Operations Manager

Job description / Role

Objectives:
Increase sales growth by ensuring effective and efficient deployment of company or Distributors dedicated Sales Force (Sales Reps and Merchandisers)

Reporting to: Customer Development Director
Number required: 1
Duration: Permanent position
Desired start date: ASAP
Probation: 3 months
Working Hours: Sun-Thursday 9am-6pm

Main responsibilities:
- Contributes to the definition of the most effective GtoM to support the business growth for Indirect Trade and for Direct Trade
- Maps periodically the Store Universe, relevant to our categories, to keep the store coverage updated
- Evaluates and proposes to the CDD the most effective Field Force structure, the adequate HC number and cost, based on the assessment of the territory thru the Call Value System. Depending on the Markets this assessment has to be reviewed periodically
- In coordination with Customer Marketing defines the 5 Ps guidelines to ensure Merchandisers and/or Sales Reps excellent in store execution
- Defines KPIs to allow Supervisors a) to assess Sales Reps and Merchandisers performance in terms of Call Protocol implementation (which includes 5Ps execution) to ensure effective In Store management and b) to assess Sales Reps and Merchandisers performance in terms of Call Value implementation to ensure effective store coverage, store frequency, routing to stores and cost
- Determines in each territory which stores should be visited, based on their sales and potential and which ones should be covered through wholesalers or sub-distributors
- Develops plans to increase productivity (sales per head) through periodical KPIs review regarding In Store execution, Store Coverage, Frequency, routing
- Defines and implements plans to develop the Sales Force competencies and performance: coaching, training, motivation and incentive programs
- Delivers key sales training to staff, develop training plans and maps training needs
- Coaches managers or supervisors managing Sales Reps and Merchandisers through the Structured Coaching Plan, ensuring that they deliver the coaching
- Analyzes Sales and KPIs reporting by territory to identify individual / areas underperforming and the type of corrective actions needed
- Analyzes Sales Force turnover and poses actions to reduce attrition

Requirements

- University Qualifications: BSc
- Experience in customers and people management within international FMCG companies for 5-8 years: in a number of positions of increasing responsibility
- Experience in managing indirect business through distributors and sales

Soft Skills and Personality traits:
People management, Communicate Effectively/Promote Teamwork, Analytical/Decision Making, Influence/Negotiation, Strategy/Vision, Financial Proficiency, Change Management, Customer focus and understanding

Nationality Preference: Saudi or GCC
Language Fluency: Fluent in English and Arabic

Specialist knowledge:
- Experience in working with structured Call Value System
- Microsoft Office

About the Company

The Colgate-Palmolive Company is an American multinational consumer products company focused on the production, distribution and provision of household, health care and personal products, such as soaps, detergents, and oral hygiene products. Under its "Hill's" brand, it is also a manufacturer of veterinary products. The company's corporate offices are on Park Avenue in Midtown Manhattan, New York City.