GTM Retail Part Leader

Department: GTM

Position Name: Retail Part Leader

Reporting line: GTM Leader

General Provisions:

Manage GTM Retail Part (Field Forces) by strong productivity management, sell out growth, fast execution, open communication, win-win collaboration, problem solving.

Requirements.

Education: Bachelor’s degree

Languages: English, Kazakh, Russian

Work Experience: min. 3 years working experience. Previous working as Retail manager, Field Force Management.

Personal Capabilities:

• Analytical skills (Good Excel Knowledge)

• Strong leadership skills

• Knowledge of Field Structure and Processes

• Team player

• Problem-solver

• Result-oriented

• Open-minded way of thinking

Key Performance Indicators

1 1. Sell out Target Achievement

2 2. ROI and Field member’s Productivity

3 3. I.H.S./ASP performance

Duties:

1. Control and develop (Recruit, Motivate, Evaluate) Retail staff;

2. Coordination of regional representatives;

3. To set KPI and sales targets for retail staff and control achievement.

4. ASP Performance monitoring (Up-selling), Cross-selling and FSMI approach implementation

5. To keep track of sell out trend in retail;

6. To propose new approaches regarding sell out improvement

7. To create Action Plan for Retail according to GTM Strategy (Quarterly/Yearly)

8. To monitor all activity of the competitors and prepare counter-measure action plan;

9. To collect data from regional representatives and make summary by channels/products;

10. Based on the collecting data, to prepare reports and analyze sell out volume;

11. To control work schedule of retail staff;

12. To analyze the depth of inventory and promo activities in stores;

13. Communicate with shop staff to ensure the continued availability of stock (according to PRM). Together with PIC of dealers generate orders for actual stock improvement

14. Collect feedback from shop directors and supervisors

15. To generate and maintain the loyalty of dealer’s retail staff

16. To check ongoing promos and give feedback to related members

17. To train and develop staff retail skills and capabilities for effective sell out;

18. Follow instructions and directions of GTM Leader