REGIONAL SALES MANAGER SOUTH EAST ASIA

1.    Core functions 
To confirm and/or identify new business opportunities and develop in set geographical zones, the sales of added value yeast, yeast derivates and other micro-organisms in primarily the beer market segments, but also other fermented beverages. The role will include the management of Fermentis Craft Beer distributors in South East Asia.
To meet or exceed the economic targets from the established budget.
To report to management on factors that are either benefiting or affecting the company Yearly Sales & Marketing Plan 

2.    Reporting    
Reports to Area Sales Manager Area Sales Manager South East and South Asia.

3.    Duties
3.1.    P&L performance
Achieve the targeted sales objectives in terms of revenue.
3.2.    Budget, sales reporting and analysis
Assist Area Sales Manager South East and South Asia in the preparation of sales & marketing budget (Budget)
Reports monthly sales results and/or assist in sales analysis upon request.
Reports on the action plan status.    
3.3.    Marketing studies/research
Carry out studies to confirm projected production volumes in the targeted segments, e.g. by assessing economical & political drivers country by country.
Identify and lobby key contacts (influencers, decision-makers), key organizations, technical institutions and associations for each segment.
Carry out field visits to end users and distributors, as per Fermentis definition and requirements (company information, technology, yeast purchases, etc.).
Update customer Database accordingly.
Identify business opportunities and key prospects.
Establish contacts with business/sector related trade organizations, research organizations, other suppliers – as per instructions of Area Sales Manager South East and South Asia.
Monitor competitive activity by identifying and following up competitors organization and product & services offer. Report to Area Sales Manager South East and South Asia.
3.4.    Technical sales
Visit existing accounts / distributors, target and potential customers (see Yearly Sales Planner) in accordance with the call frequency defined for each market segment (see Yearly Marketing Plan), developing strong relationships with customers.
Deliver technical presentations to customers.
Prepare sales offers in accordance with the guidelines of the South East and South Asia.
Provide technical support to direct customers and distributor (technical advice, assistance in trials, operators trainings…). Seek assistance from Technical Sales Support (TSS) in agreement with Area Sales Manager South East and South Asia, as and when required.
3.5.    Promotion
Identify opportunities of promotion and report to management.
Promote Fermentis products within the trade, highlighting their technical and economic benefits and raising Fermentis as the expert in the industry.
Take an active role in the promotion of products through technical publications, paper and poster presentations, seminars, and participation at international and national trade shows, conferences and seminars – as per instructions of Area Sales Manager South East and South Asia.
Prepare technical presentations for seminars, conferences, tradeshows, etc., according to a specific plan agreed with management.
Seek assistance from Technical Sales Support (in agreement with the Area Sales Manager South East and South Asia, as and when required.
Assist the Area Sales Manager South East and South Asia in the organization of seminars and events with customers / distributors.
3.6.    Distribution networks
To accomplish yearly objectives and action plans (market coverage, sales objectives, promotional activities, new product development…) with distributors, reporting progress on a quarterly basis.
To provide distributors with continuous technical, commercial and marketing support.  Organise training as and when required. Seek assistance from Technical Sales Support (in agreement with the Area Sales Manager South East and South Asia), as and when required.
3.7.    Sales administration
Liaison with Sales Administration department of each Lesaffre affiliate operating in the territory assigned, and/or other shared services, ensuring good customer service and satisfaction from order capture through to delivery, invoicing and payment.
3.8.    Quality
To follow up complaints from customers.  Liaison with Area Sales Manager South East and South Asia and/or TSS as and when required.
3.9.    Others
Other duties may be assigned.

4.    Autonomy and reporting
Operates within agreed expenses budget.
Weekly movements to be agreed upon by Area Sales Manager South East and South Asia.
Weekly reporting through Weekly contact reports i.e. telephone inquiries, sales calls summary Area Sales Manager South East and South Asia. Sales call reports to South East and South Asia. 
Visit and meeting reports.
Yearly appraisals (Individual Activity Reviews) with Area Sales Manager South East and South Asian.