Sales Manager, Singapore and South Malaysia

As a Sales leader, a key focus of the role is to inspire and uplift the current capability of the field sales team in-line with the regional Salesforce Effectiveness framework. This includes embedding a standardized call process into sales cycle objectives and ensuring its adoption by the field team through co-travel (50-70% time in field) and coaching. This is a new capability development and transformation of sales from transactional to consultative selling, requiring the incumbent to lead the team through change management, set expectations and monitor performance.

The Sales Manager for Singapore and South Malaysia will be responsible for leading the Field Sales function to execute commercial activities across all channels and accountable to deliver the budgeted commercial outcomes and executional priorities, across the entire product and customer portfolio in the region, ensuring seamless product deployment, in-store execution and customer satisfaction. In partnership with Head of Key Accounts, Malaysia and Singapore, this role will also be responsible for business development and joint business planning with Singapore-based key accounts and oversee execution of jointly agreed commercial activities.

Knowledge, Skills and Abilities:

Clear and concise communication skills, both verbal and written, and ability to communicate at all levels, including senior executives / board level & business owners

Strong ability to drive change and hold team members to account across different groups and geographies

Presents professionally and confidently both internally and externally

Strong analysis and insight skills

Strong planning skills with attention to details

Solution focused commercial business planning skills

Proactive and always looking for fresh new ideas or approaches

Ability to create strong business networks and relationships

Ability to move between strategy, action, commercial and clinical

High level of analytical skills to be able to derive useful insights from raw data and information, availing strategies and approaches that enable acquisition, retention, and enhancement in sales volume

Excellent understanding of Customer, Business Intelligence, and Industry trends

The ability to strategize marketing / commercial orientation

Resolves critical issues and contributes to organizational development. Always look for opportunities to improve by challenging status quo and by being innovative

Work Environment:

Normal office environment

Travels extensively to customer accounts

Occasionally travel for sales workshop and conferences

Experience:

Minimum 10 to 12 years sales experience across operations, channel management, and trade marketing

Excellent interpersonal (handle all levels), leadership, written & oral communication skills. Strong analytical skills with ability to be detailed yet strategic

Proactive, innovative, independent worker, has initiative, excellent team player with strong commitment to drive business result

Thorough knowledge and understanding of sales, brand & category applications and principles.

Strong leadership of team & understanding of people development dynamics

Strong customer engagement experience across levels & functions

Strong interpersonal skills with a focus on teamwork and ability to foster and manage relationships across multiple departments and functions

Education:

Bachelor's degree or equivalent

Leadership

A key member of the Malaysia Singapore Cluster Leadership Team

Active involvement and contribution to leadership of the MYSG business such as strategy development and refinement, business development opportunities, team engagement

Account owner for selective strategic business accounts.

Lead, inspire and develop direct reports; ensure field sales team performance at a high level to deliver the budgeted business results

Develop a high-performance sales team culture, setting high standards, clear communication of expectations and follow-through of behaviours and outcomes

Implement and evaluate key account plan execution barriers to meet sales objectives by product portfolio, by customer.

Provide field insights and competition benchmark for better execution among key account customers.

Collaborate cross-functionally with key stakeholders including Key Accounts, Marketing, Professional Services, Supply Chain and Commercial Operations to develop and optimize sales programs, pricing, incentives and policies relating to the optical market

Lead cross-functional executional projects via working groups forums

Role model and develop a strong team understanding of CooperVision’s global competencies, culture, products and policies

Drive team engagement measured through continuous improvement in Gallup Survey Scores

Build networks above country to learn via best practice to drive a culture of continuous improvement

Results Focus and Financial Outcomes

Results focus addressing areas of underperformance, driving areas of opportunity and leveraging areas performance

Deliver budgeted financial outcomes; driving sustainable and accretive top-line and bottom-line growth via leadership in channel, customer, and portfolio mix management

Prepare and present weekly, monthly, quarterly business reviews for assigned projects

Drive ASP growth through correct governance of price discounts at practice level in accordance with company discount parameters and contract policies

Build and monitor budgets and performance to budget

Analytical and data driven in delivering business objectives.

Sales Force Effectiveness

Deeply understand company and commercial objectives, short-term and long-term, translating them into structured sales execution in field

Support system utilization and development, in collaboration of Commercial Operations, to collect high-quality data for close-loop feedback to inform strategy and tactics effectiveness

Partner with commercial leadership to develop team incentive programs that are aligned with commercial objectives and are equally stretching and motivating

Ensure territory plans are aligned with business segmentation shape to drive SFE

Enhance the team for weekly follow -ups (plan, do, check, action) for any variance to the aligned objectives and reasons for any variance.

Deliver new product launch plans with sustainable execution tracking strategies

Develop and measure SFE KPIs through partnership with Commercial Operations

Drive a culture of continuous improvement in SFE throughout the business to deliver ROI for headcount

People Development

Recruit, develop and retain a high-performance team

Establish annual performance goals and objectives for each team member in line with corporate objectives and the cluster strategy and hold them accountable in achieving the results

Conduct regular infield coaching with team members and identify development opportunities to improve team members commercial capability, sales technique, product knowledge and value-adding tools

Conduct routine co-travel coaching visits with each team member

Lead the development culture in the team; ensuring all members have robust development plans

Build a culture of empowerment and accountability; call out poor performance / behaviours and manage accordingly

Complete and present the team talent matrix and a succession for your team as part of CVI’s annual Employee Development Review (EDR) process

Customers

Develop an extensive knowledge related to the market: competitors, independent optometrists, optical / corporate chains, buying groups and targeted accounts

Develop channel/customer strategies and customer-centric solutions to develop both CV and Customer’s business

Adapt holistic tracking methodology for field sales to win store share, influence key decision makers, maintain loyalty, and then implement associated channel plans for each channel / account

Facilitate business plans deployment to all national key account branches and timely feedback progress

Ensure customer contact is in accordance with company guidelines using approved resources and programs

Teamwork

Develop strong working relationships across all relevant teams locally, regionally and globally

Role model the requirements of a high-performance team across all active teams

Lead cross-functional team to develop solutions to drive performance and people development across the business

Deeply work with CMKT / Head of Key Accounts for JBP development