Sales Control Manager

Описание

KT&G Global Kazakhstan is excited to welcome a professional to join our dynamic team in Almaty! If you're passionate about making an impact, this opportunity is for you. Key Tasks and Responsibilities: Sales Performance Management and Control – Track and control Sales Field Force team performance against set targets, provide regular feedback. – Establish clear KPIs and individual performance targets for Sales Field Force Team. – Monitor sales performance on a regular basis, analyze deviations, and initiate corrective actions. – Oversee sales forecasting, budgeting, and performance reporting to management. – Evaluate efficiency and productivity of sales channels and field operations. – Implement actions resulting in distribution development and motivate team members to reach set goals. – Control correct input of all the information in sales information system, track and provide timely feedback to subordinates. – Coordinate and control execution of planned activities aimed to increase handling & visibility of KT&G brands and exclude OOS situations. – Deliver field and in-class trainings for subordinates and fulfill field audits of tasks execution. Field Sales and Distribution Management – Manage and optimize the field sales organization by setting objectives, tracking results, and supporting achievement of business outcomes (sales volume, numeric and weighted distribution, assortment expansion, brand awareness). – Coordinate and align activities with Distributor branches to ensure effective execution of sales plans across all regions. – Support expansion of the active customer base and acquisition of new customers through structured market approaches. – Search for new POS, deliver the information and documents to Distributor. – Collaborate with WS to ensure distribution of KT&G product in stores which cannot be covered by distributor. – Equipment and POSM placement in best POSs to enhance product exposure to consumers. – Increase of distribution and assortments of KT&G brands on all levels of distribution (Distributor, WS, Redistributor stores). – Lead sales and market monitoring activities in cooperation with relevant departments (Marketing, Finance, Supply Chain). – Analyze market trends, competitive activities, pricing dynamics, and customer behavior. Leadership and Team Management – Lead, develop, and motivate a large sales and marketing team through clear goals, coaching, and performance reviews. – Build a performance-driven culture focused on accountability, collaboration, and continuous improvement. – Ensure alignment and effective collaboration between sales and marketing teams. Analytics and reporting – Get clear understanding of the current distribution coverage and way of operation (based on communication with Distributor’s sub-organizations and branch management). – Prepare Distributor analysis of weekly/monthly sales dynamics, of POS per day/per SR. – Prepare the branch analysis: AC Nielsen data, Distributor's sales data, marketing activities, coverage data, motivational program, installed equipment. – Prepare and share launch reports and evaluate sales of new brands. – Ensure regularity and accuracy of reporting (Weekly/Monthly). – Brief FF to collect feedback from redistributors for new launches, equipment and POSM. – Regular reporting from sales information system, Involve data analyst when needed. Key Requirements Education – Bachelor's or Master’s degree in Marketing, Sales, Business Administration, Economics, Project management, or related fields. Experience – At least 7 years’ experience in sales management, preferably in FMCG, retail, or distribution-driven businesses. – Proven experience managing large, geographically dispersed sales teams. – Strong background in sales performance management, planning, and analytical control. – Exposure to tobacco/FMCG/pharma sectors is a plus. – Experience in running sales force or distribution teams. Skills and Tools – English language proficiency at B2 level (intermediate) or above. – Advanced sales planning, forecasting, and KPI management skills. – Leadership and people management capabilities with experience in driving performance at scale. – Excellent communication, negotiation, and stakeholder management skills. – High level of commercial acumen and result orientation. – Proficiency in MS Excel and other digital tools; – Ability to work with CRM (Salesforce, CRM, Microsoft Dynamics 365 or equivalent) and WMS systems (Oracle WMS, SAP EWM, Blue Yonder or equivalent). – Proficiency in sales analytics tools is an advantage.