Sales Director

Director, Sales is the head of the Sales (Duty Paid) and Business Development (Duty Free) in assigned market, responsible for directing and leading all activities related to generating revenue from different channels of sales activities including Duty-Paid, Duty-Free, Border Sales and all categories.

Commercial

The role entails close collaboration with other business unit owners, fostering strong partnerships in the development and execution of brand marketing plans. Additionally, the incumbent will actively engage with counterparts in legal and corporate affairs, human resources, and finance, ensuring seamless coordination and alignment of strategies across these integral functions. This collaborative approach aims to optimize overall business performance and uphold organizational objectives, emphasizing a holistic and integrated approach to the business.

Business Development

In addition, the position demands a focus on identifying potential business opportunities, particularly in the Duty-Free and Border Sales. The incumbent will assume responsibility for directing and overseeing the business development team within the designated markets, guiding them through the entire sales process from agreement negotiation to distribution. A hands-on approach is essential, as the role necessitates the personal verification of processes to enhance and optimize the sales pipeline. This proactive engagement in the sales cycle underscores the commitment to ensuring the efficiency and effectiveness of business development initiatives.

Part B: Responsibilities and Duties

Duty Paid

• Take ownership of the overall profit and loss (P&L) of the business within the assigned country, steering it towards continuous growth.
• Manage all resources of the country's sales and commercial department, taking charge of setting goals, developing strategies, assessing the sales team's performance, and aligning sales objectives with the company's profitability goals.
• Design, strategize, and implement comprehensive sales and trade marketing plans to elevate the company's brands in collaboration with key internal and external stakeholders.
• Develop, implement, and assess the department's effectiveness, identifying errors and making necessary changes in strategies to achieve targets and goals, thereby contributing to overall profitability, sales, revenue generation, and business objectives.
• Align the sales organization's objectives with the firm's business strategy by actively participating in corporate strategic planning, sales strategy development, forecasting, sales resource planning, and budgeting.
• Meet assigned targets for profitable sales volume, market share, and other key financial performance objectives.
• Establish learning and development objectives essential to the sales organization's success in collaboration with Human Resources and Learning and Development functions. Oversee the effective delivery of training programs, assess the value of training investments, and monitor learning outcomes for a high return on investment.
• Establish and govern the sales organization's performance management system, including guiding principles for managing performance and prioritizing critical performance measures for all sales jobs.
• Oversee all sales channels, markets, and personnel, ensuring accountability for assigned results among key sales and sales management associates.
• Analyse business tactics, sales strategies, performance of sales teams, competitor analysis, and market research.
• Set sales targets, evaluate the effectiveness of sales initiatives, and establish analytical functions to monitor and forecast sales performance. Present analysis reports, presentations, and recommended strategies to stakeholders, serving as the communication bridge between departments and stakeholders.
• Undertake other ad-hoc tasks/projects assigned by immediate superiors or representatives (Senior Management) in the C suite.

Duty-Free

• Identify potential business opportunities in market penetration in Duty-Free/Border Sales.
• Verify and negotiate distribution channels, price points, product sampling, and purchase orders.
• Ensure timely cash collections for all purchase orders.
• Build and guide business development teams to meet sales targets.

Part C: Qualifications & Requirements (Education, Experience, Skills, Knowledge,Etc)

• Strong proficiency in making data-driven decisions, comfortable with ROI and metric-driven models.
• Exceptional leadership skills, capable of motivating and inspiring cross-functional teams, leading them towards a unified direction with a common vision.
• Proven and successful relationship-building skills, with the ability to leverage partnerships both internally and externally.
• Superior communication skills and confidence in engaging with stakeholders from diverse backgrounds.
• Effective teamwork management, aligning team performance with organizational sales goals and fostering cross-functional collaboration on projects.
• Creative and entrepreneurial mindset, demonstrating the ability to thrive in a fast-paced market through innovation.
• Change agent with a track record of developing innovative strategies and leading change in dynamic environments.
• Strong problem-solving ability, capable of identifying and resolving internal and external challenges hindering sales opportunities.
• Customer-Advocate, adept at efficiently interacting with customers, identifying consumer needs, and possessing excellent liaison skills to meet deadlines and targets.
• Good teamwork skills, actively engaging colleagues across the business to build the benefits of collaborative working.
• Innovative thinker, providing speedy and creative solutions.
• Ability to work in a team, exhibit creative thinking in issue resolution, maintain a diligent work attitude, and ensure data accuracy.
• Organizational skills, with the ability to work systematically, demonstrating a responsible and honest attitude in the implementation of assigned tasks, and a commitment to reliability.
• Capability to work under time pressure and withstand stress.
• Proficiency in Microsoft Word, PowerPoint, and Excel for presentations and reports.

Part D: Specific Requirements (Mandatory for the role) (not the same with Part C)

• A Master/Bachelors’ Degree in Marketing, Business Administration, or any other related field
• Minimum 15 to 20 years of working experience in a commercial/sales function within the tobacco/FMCG Industry in the respective hiring market.
• Successfully led a team in developing and curating sales & trade marketing strategies at similar capacity of Head of Sales / Head of Commercial / Sales Director / Commercial Director / Head of Trade Marketing & Distribution