Director - Sales - Bosch - Hangzhou

Job description
Job Objectives:
Lead & develop the national traditional trade sales team to achieve top lines sales and distribution weighting targets
Define the sales and distribution strategy on mid-term and annual basis to achieve annual trade sales and user reach targets and maintain a differentiated and competitive distribution advantage
Sell and promote Bosch power tools to professional trade customers & users in China market, to achieve sales & other required business targets

Work out and manage long-term distribution plan, build sustainable distribution advantage

Responsibilities:

Lead and management of Trade Sales team to achieve their goals and uphold Bosch culture and standards
- Effective resource management. Evaluate territory allocation and team call cycles to maximize results and productivity

- Work out the sales workforce plan, drive sales staff job results by planning, monitoring, counseling and appraising

- Manage your direct sales reports ( District managers and others to ensure achievement of top lines sales , distribution and product mix targets )

- Organize daily sales operation, like target setting & allocation, rolling FC, monthly meeting etc

- Develop and coach the sales team in Bosch sales force excellence by providing educational guidance, challenging programs & improvement from team members

- Communicate and coordinate with relevant departments such as MKT, SBO, LOG & others related functions

Sales strategy & business evolution
- Set up long-term distribution strategy & plan in traditional trade channel

- Distribution policies & incentive initiation & implementation

- Gain strategic advantage in distribution, improve or even innovate new distribution models based on industry & market trend and insight

Sales plan implementation & target fulfillment
- Development of performance criteria, focus on growth opportunities, maximizes the effectiveness by taking actions to achieve sales result

- Build on partnership with dealers, keep customer’s motivation & confidence via win-win approach in incentive scheme, sales programs etc. Helping dealers to reach sales target.

- Fulfill other KPIs: sales mix of product ranges, sales team’s cost, manage AR risk and control the sales budget etc

- Participation of marketing/promotion program’s development & implementation

- Participate the annual marketing planning, growth ideas development & implement the programs in the channel

- Develop sell-in & sell-out incentive, promotions to dealers and sub-dealers, and ensure strong field execution

- Participate the planning of other programs like product go-to-market, Annual Dealer Conference, Sub-dealer Conference etc

Desired Skills and Experience
Requirements:

Bachelor degree or above, business major preferred
More than 10 years working experience in sales & marketing functions, solid hands on experience in the field as team leader. Ideally >2~3 years at a national level sales position
Preferred working background from durable products or FMCG industries, strong understanding of methodologies & tools for traditional trade channel & distribution
Proven leadership & record for achieving challenging tasks
Self starter, initiative abilities to drive change & improvement; portrays a positive, can-do and winning personality
Excellent interpersonal, communicate clearly with confidence
Good relationship management and communication skills
Charismatic and convincing orally in small and large audiences
Analytical skills & strategic thinking
Strong command of English

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