National Sales Director

<b>Job Purpose</b>
The National Sales Director is responsible for leading and managing the company’s nationwide sales organization to achieve revenue, volume, distribution, market-share, profitability, and execution objectives.

The position develops national sales strategy, strengthens Route-to-Market (RTM), drives distributor and field-force performance, expands outlet coverage, and builds a high-performing sales organization across all channels and geographic territories.


<b>Key Responsibilities</b>
<b>1. Sales Strategy & Business Planning</b>
- Develop annual and monthly national sales strategies aligned with company objectives.
- Establish sales targets by brand, SKU, channel, region, province, and sales team.
- Translate company growth objectives into actionable sales plans.
- Identify new markets, channels, customers, and geographic expansion opportunities.
- Develop short-, medium-, and long-term sales growth plans.

<b>2. Revenue, Volume & Profitability Management</b>
- Deliver agreed sales revenue and volume targets.
- Manage sales growth while protecting gross margin and profitability.
- Monitor sales performance versus budget, target, and prior year.
- Manage discounts, promotions, trade terms, and sales-related expenses within approved budgets.
- Identify performance gaps and implement corrective action.

<b>3. Route-to-Market & Distribution</b>
- Develop and continuously improve the national Route-to-Market strategy.
- Manage Pre-Sales, Van Sales, Direct Delivery, Distributor and other applicable sales models.
- Increase numeric and weighted distribution.
- Expand active outlet coverage and improve sales-call productivity.
- Ensure appropriate territory, route, and customer segmentation.
- Optimize sales routes and sales-force deployment.

<b>4. Channel Management</b>
- Develop channel strategies for General Trade (GT), Modern Trade (MT), Key Accounts, Wholesale, HoReCa and other relevant channels.
- Set channel-specific targets and execution standards.
- Strengthen relationships with key customers and strategic accounts.
- Negotiate major commercial agreements within authorized limits.

<b>5. Distributor Management</b>
- Select, evaluate and develop distributors where applicable.
- Establish distributor targets and performance standards.
- Monitor distributor inventory, sell-in, sell-out, coverage and productivity.
- Ensure distributors maintain appropriate stock levels and working capital.
- Conduct regular distributor business reviews.

<b>6. Sales Execution</b>
- Establish national standards for outlet execution.
- Ensure sales teams achieve targets for distribution, availability, visibility, assortment and promotion execution.
- Conduct regular market visits and field audits.
- Ensure new products are launched effectively across targeted channels and territories.
- Monitor competitor activities and recommend appropriate commercial responses.

<b>7. Sales Forecasting & Inventory Coordination</b>
- Prepare accurate rolling sales forecasts.
- Coordinate with Supply Chain, Production and Procurement on demand requirements.
- Monitor stock availability, out-of-stock situations, slow-moving stock and ageing inventory.
- Balance inventory availability with healthy stock levels throughout the distribution network.

<b>8. Sales Team Leadership</b>
- Lead the national sales organization and establish clear accountability.
- Set KPIs for Regional Managers, Area Managers, Supervisors and sales teams.
- Recruit and develop high-performing sales leaders.
- Conduct regular performance reviews and coaching.
- Develop succession plans for critical sales positions.
- Build a strong performance-driven sales culture.

<b>9. DMS, Data & Sales Analytics</b>
- Ensure effective utilization of the Distributor Management System (DMS) and sales reporting tools.
- Monitor daily and monthly sales performance using reliable data.
- Analyze sales by region, channel, customer, SKU and salesperson.
- Monitor productive calls, strike rate, average order value, outlet coverage and route productivity.
- Use data to improve territory planning and resource allocation.

<b>10. Cross-Functional Leadership</b>
- Work closely with Marketing and Trade Marketing on promotions, product launches and channel activation.
- Coordinate with Finance on customer credit, collections, trade spending and profitability.
- Work with Supply Chain and Logistics to maintain service levels.
- Coordinate with HR on recruitment, training, performance management and sales-force development.
- Provide management with market intelligence and recommendations.

语言要求：English (Good)