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Job Overview
PSR Pillar Head is responsible for the development and execution of PSR channel in Indonesia long term sales and marketing strategy for Royal Canin. This multi-faceted role is accountable for the roadmap to deliver the accelerated growth and profitability, required to achieve country 2025 ambition.
Key Responsibilities
Understand the competitive dynamics of the Pet Food category, the boundaries of the market, the strengths and weakness of Royal Canin brand, as well as the strengths and weaknesses of key competitors, the consumer behavior to derive a holistic Sales and Marketing strategy, that delivers profitable growth and cash. Develop Royal Canin PSR business, identify and leverage new opportunities for PSR sales and market share growth.
Lead the long term focused Sales and Marketing strategy development and execution for Indonesia with a link to SEA cluster and Regional 2025 vision with critical elements to be addressed:
- PSR portfolio strategy - how the portfolio should looks like, based on a category development, entire market trends and consumer profile; should include portfolio innovations and renovations;
- Pricing - clear assessment of the key internal/external factors resulted in 2 years focused pricing strategy;
- Route to market – addressing the potential of Indonesia in order to maximize Royal Canin brand presence and availability in a Market; Excellence of execution of agreed Marketing activation campaigns and Sales priorities;
- Perfect store project - ensure the increase of brand visibility and physical availability in PSR channel, drive high standard category solutions development and deployment through Perfect Store concept key elements;
- Sales efficiency - build selling and negotiation capabilities develop and deploy field visit standards, set KPI’s and evaluate sales performance and field force efficiency metrics; review and monitor sales performance periodically, and refine sales strategies accordingly;
- Key Accounts Management – Build productive collaborative relationships with key accounts to increase sales growth through category development and excellence in execution. To participate in top-to-top meetings with key accounts to invest in joint business planning and Long Term strategy for Indonesian Top PSR Accounts;
- Brand Marketing – design and implementation of the annual marketing plan to deliver profitable growth, positive ROI and numerical distribution increase;
- Category and Customer marketing – defining the appropriate category growth drivers by each of Top Accounts, including customized activations and annual tailored marketing plan;
- E-commerce and Digital marketing - leverage e-commerce channel development, ensure best in class digital solutions and drive recruitment and prescription through online services;
- Sales operations – support of PSR sales organization with appropriate quality of systems, reporting, sales forecast, sales KPI’s, Sales incentive program, Customers trading terms as a key elements of day to day operations; ensure the organization is leveraging relevant IT tools and sales systems, compliant with established standards and supporting efficiency.
Own and co-lead 2 steps of S&OP+ process in the unit – Portfolio Management Review and Demand Management Review to set a clear connection between day-to-day operations and longer term strategic objectives fulfillment and set a clear bridge between Demand and Supply elements of the business. Full responsibility for the Sales forecast quality and accuracy.
Lead and actively participate in global / regional / country projects to create maximum value for the business. Represent Royal Canin Indonesia in Global work streams. Liaises with RC regional and global PSR community to make sure effective communication and best practices sharing.
Work closely with Vet Pillar, Pro Pillar, Marketing and Supply counterparts, and create collaborative environment for enhancing PSR sales growth.
Design and develop an effective and efficient organization structure to address long term gaps in unit capabilities, deliver high performance and exceptional customer service results.
Recruit, motivate and develop an effective team as demonstrated through superior result, engagement and retention. Cultivate a supportive, inclusive and innovative environment to enable creativity and ownership of associates to drive accomplishment of the role.
Qualifications
- Graduate degree or relevant experience preferred;
- Excellent verbal and written communication skills as well as excellent interpersonal skills;
- Strong sales background in highly competitive environment.
- Relevant functional experience (min 8 years in Managerial Position) in international FMCG company;
- Solid experience in people management;
- Advanced analytical and decision-making skills;
- Strong presentation and negotiation skills;
- Fluent in English.
