About the Job

General Information

City: Shanghai

Contract Entity: Danone Premium Brands (Shanghai) Trading Co., Ltd.

Working Time: Full-time

Job Family: Sales

Seniority: Experienced professionals

People Management Experience: No

Recruiter: Brian Zhou | Brian.ZHOU@danone.com

Job Description & Responsbilities


  • Sales operation

Develops and implements Distributor Management System to improve distribution and sales productivity

Process distributor annual contract signature and sales policy set-up

Acts as the key function between sales and other functions to improve the efficiency and secure compliance


  • Sales Planning

Manages the sales information flows through the available sales systems, validates the accuracy of data, and turns data into insights, and reflect into Business Planning process

Tracks and analyzes sales performance to make sound recommendations to BDM and Commercial Head to achieve China sales and profit target

Manage the internal sales reporting and forecasting process to support the sales team with the overall planning

Processes the analytical tools to synthesize the data both internal and external, to generate results and drive continuing improvements on system & procedures


  • Trade spending management

Leads the efficient trade spending reimbursement process via cooperation with multi-function.

Set up TPM system with cross function team and secure support from distributor side

Monthly tracking of TP by distributor and channel


  • Route to Market

Expertise to evolve China RTM model per business status

identify potential partner by channel or by territory

Analyst ‘Cost to serve’ by distributor together with Supply chain and finance, recommend proper service model to drive efficiency and profitability


Duties and Areas of Responsibilities

- Lead your team members to prepares sales reports, include ship-in, by channel depletion & IMS (in market sales), etc.

- Lead your team members to secure timely trade spending reimbursement and optimize process accordingly

- Lead quarterly distributor audit and understands the distributor’s own database and systems, lead team to set-up reports from the customer’s system

- Understand category trends and competitor movement, and reflect insights to upcoming forecast and support distributor target setting

- Maximize existing technology to effectively accomplish China goals, and explores new technical applications for improving effectiveness

- Develop Mid-term and long-term RTM model according to business priority and growth potential, support commercial head to identify new distributor or new RTM model.



- At least 8+ years of working experience and 5+ years sales management position;

- Sales operation management, distributor management , , RTM experience will be an advantage

Knowledge & skill:

- Strong leadership skills and cooperation with cross functional teams

- Speak fluent English with computer proficiency in MS Office

- Good communication skill and strategic thinking are essential