Head of Sales Operations

NAVCO Inc.; Pasig; Presencial; PHP 3.500.000 - 5.500.000; Jornada completa

Descripción de la vacante

NAVCO Inc. in the Philippines seeks a Head of Sales to drive sustainable growth across third-party distribution channels, leading Channel Sales, Retail Sell-Out and Field Execution to achieve sales targets and foster strong retailer partnerships.

You will set annual and quarterly plans, manage budgets, oversee major accounts, and coordinate with brand management, marketing, supply chain and finance to optimize inventory, pricing and performance across national channels.

Formación

• Bachelor’s degree in Business Administration, Marketing, Management or a related field.
• Preferably 10 or more years of progressive experience in consumer electronics, mobile phones, FMCG or related distribution industries.
• Significant experience managing national key accounts, sales managers and multi-channel distribution.

Responsabilidades

• Develop and execute annual, quarterly and monthly sales plans for all assigned brands and channels.
• Deliver net sales, gross profit and profitable business growth targets.
• Lead Channel Sales and Retail Sell-Out & Field Execution functions to maximize retailer partnerships and consumer demand.
• Oversee major account negotiations, commercial terms and joint business planning.
• Coach sales managers on negotiation, relationship management and leadership.
• Coordinate with brand management, marketing, trade marketing, supply chain and finance.

Conocimientos

Negotiation

Leadership

Strategic planning

Financial analysis

People development

Cross-functional collaboration

Forecasting

Educación

Bachelor's degree in Business Administration or related field

Descripción del empleo

Direct Reports: Head of Channel Sales, Retail Sell-Out & Field Execution Manager, and other assigned sales leaders

Coverage: Philippines - Third-Party Distribution Channels

1. Position Purpose

The Head of Sales is responsible for driving sustainable and profitable sales growth across NAVCO’s third-party distribution channels.

The role leads both Channel Sales (sell-in) and Retail Sell-Out & Field Execution, ensuring that the company not only achieves its sales targets but also supports strong consumer demand, productive retailer inventory, healthy trade partnerships and continuous replenishment.

The Head of Sales is accountable for the overall commercial performance of the assigned distribution business, including net sales, gross profit, customer development, inventory productivity and sales organizational effectiveness.

2. Key Responsibilities

A. Sales Strategy and Business Performance

• Develop and execute annual, quarterly and monthly sales plans for all assigned brands and channels.
• Deliver net sales, gross profit and profitable business growth targets.
• Translate company objectives into channel, key account and regional sales targets.
• Identify opportunities to expand market coverage, distribution and retailer productivity.
• Monitor business performance and implement corrective actions when targets are not achieved.
• Manage sales budgets, commercial investments and trade spending within approved authority.

B. Channel Sales and Key Account Management

• Lead the Channel Sales organization in developing and maintaining strong relationships with retailers, distributors and key accounts.
• Establish a structured key account management process covering account planning, relationship development, negotiations, business reviews and follow-up.
• Oversee major account negotiations, commercial terms, channel development and strategic partnerships.
• Ensure that each major account has measurable growth objectives and an actionable joint business plan.
• Develop sustainable commercial relationships based on mutual profitability, service excellence and trust.
• Establish clear accountability for account management, follow-through and customer satisfaction.

C. Retail Sell-Out and Consumer Sales Performance

• Lead the Retail Sell-Out & Field Execution function to maximize consumer sales at third-party retail outlets.
• Ensure sales teams understand and actively manage the relationship between retailer purchases and consumer demand.
• Establish sell-out targets by account, store, product and geographic territory.
• Ensure proper retail execution, product availability, merchandising, product knowledge and promoter effectiveness.
• Coordinate with Trade Marketing on programs that improve consumer sales and product visibility.
• Hold Channel Sales and Retail Sell-Out teams jointly accountable for sustainable account growth.

D. Inventory Health and Replenishment

• Establish a disciplined process for monitoring retailer sell-out, stock levels, inventory aging and replenishment requirements.
• Ensure that account purchase recommendations are supported by realistic demand and inventory analysis.
• Prevent excessive channel loading and prolonged accumulation of slow-moving stocks.
• Coordinate with Demand Planning, Supply Chain and Finance to improve forecasting, product availability and inventory productivity.
• Oversee commercial action plans for overstocked, slow-moving and underperforming accounts.
• Balance strong product availability with healthy retailer inventory levels.

E. Sales Organization and Leadership

• Build and lead a high-performing sales organization with clear responsibilities, accountability and performance standards.
• Develop standardized sales processes, account management routines, reporting systems and management cadences.
• Coach sales managers on negotiation, relationship management, commercial judgment, problem-solving and people leadership.
• Establish individual and team KPIs aligned with profitable growth and sustainable sell-through.
• Drive employee development, succession planning, performance reviews and corrective action.
• Foster a collaborative, disciplined and results-oriented sales culture.

F. Cross-Functional and Principal Coordination

• Coordinate with brand management, principals, marketing, trade marketing, supply chain, finance and other commercial teams.
• Align sales forecasts, product launches, channel programs and inventory plans with business priorities.
• Provide timely market intelligence, competitive insights and customer feedback.
• Ensure that trade agreements, commercial activities and account investments comply with company policies and principal requirements.

3. Key Performance Indicators

KPI

Measurement

Actual net sales versus budget

Gross Profit Achievement

Gross profit pesos and gross margin versus plan

Retail Sell-Out Growth

Consumer sales growth across assigned accounts

Stock cover, aging and slow-moving inventory

Distribution Development

Product listings, active outlets and productive store coverage

Account Profitability

Forecast Accuracy

Accuracy of account demand and sales forecasts

Organizational Performance

Team productivity, process compliance and leadership development

Targets and weighting will be approved annually according to the assigned business portfolio.

4. Management and Reporting Cadence

Weekly: Lead sales performance reviews, major account updates, sell-out performance analysis, inventory exceptions and action tracking.

Monthly: Review sales and gross profit results, account performance, retailer stock health, commercial investments and team KPIs.

Quarterly: Conduct strategic key account reviews, channel development assessments, organizational performance reviews and business plan adjustments.

Annually: Develop sales budgets, channel strategies, growth targets, manpower plans and organizational improvement priorities.

5. Qualifications and Experience

• Bachelor’s degree in Business Administration, Marketing, Management or a related field.
• Preferably 10 or more years of progressive experience in consumer electronics, mobile phones, FMCG or related distribution industries.
• Significant experience managing national key accounts, sales managers and multi-channel distribution.
• Strong commercial negotiation, relationship management and analytical capabilities.
• Experience managing sales budgets, profitability, sales forecasting and inventory performance.
• Demonstrated ability to build organizations, improve processes and develop capable managers.
• Strong leadership, communication, financial and problem-solving skills.
• Strategic and commercially minded
• Results-driven with strong financial discipline
• Excellent relationship-builder and negotiator
• Analytical and operationally rigorous
• Capable of developing and empowering managers
• Highly accountable and consistent in execution
• Collaborative across functions
• Proactive in identifying and solving business problems

7. Definition of Success

The Head of Sales succeeds when NAVCO achieves sustainable and profitable channel growth, strengthens retailer partnerships, increases consumer sell-out, maintains healthy channel inventories and operates a disciplined, scalable sales organization.

The role is accountable not merely for selling products into retailers, but for building a distribution business where products continue to sell successfully to consumers.