Processes & Routines Standardization and Role-Based Routine Definition
- Review current sales processes and routines, identify improvement opportunities, and define clear, standardized models for all field roles.
- Define routines and expectations for Regional Managers, Regional Coordinators, and Sales Representatives, with strong focus on field execution.
Sales KPIs & Performance Tracking
- Design and implement KPI frameworks and tracking processes for Sales Representatives, including visits, volume, distribution, SKUs, coolers, and execution standards.
Field Execution Standards and Training & Capability Building
- Establish best practices for store visits, customer interaction, negotiation, and in-store execution.
- Develop and deliver training programs through classroom sessions and field-based task forces, tailored to regional needs and business priorities.
Regional Support & Continuous Improvement and Pay for Performance Governance
- Work closely with regions to address execution gaps, refine processes, and continuously improve sales capabilities.
- Own the monthly variable compensation process by tracking KPIs on a weekly basis, ensuring full visibility for the field team, and implementing structured processes to guarantee accuracy and on-time payments.