Sales Executives Performance Assessment - Nestl Myanmar Co. Ltd.

From 2014 - 2015 (1 year period)

Employee

Aung Htet Zaw

Role

Sales Executive (Nescaf)

Date

1/9/2014

Department

Sales and Marketing Department, Yangon Division (Myanmar)

Appraiser Name

David Pettinari, Nestl Myanmar Country Manager

Review Date

1/9/2015

Rating Scales :

1 = Not yet competent

2 = Developing Competence

3 = Competent

4 = Above required competence

5 = Mastery

2014 Nestl

Sales Executives Performance Assessment

Tasks / responsibilities
Business Development:
Sales Target within 2014 2015
Introduction letters sent to
prospective clients
Calls to prospective clients
Face to face meetings with
prospective clients
Secondary actions / additional
meetings, quotations, proposals,
etc.

Customer Relationship Management

Builds relationships
Maintains contact with clients to
identify future needs
Provides Customer service

Key outcomes / Measures / KPIs

2014 Nestl

Actual Performance

300,000 Kyats in sales per month,

3,600,000 Kyats in sales per year
90 letters sent to retailers and
wholesalers during the year 2014 2015
150 calls conducted during one
year period
90 number of meetings lined up /
conducted over one year period
40 number of secondary actions /
additional meetings, quotations,
proposals, etc.
Demonstrates good listening skills /
good communication skills and
good rapport with clients
Follows up with 25 existing clients
(monthly and yearly)
Accurately determines needs &
delivers on clients needs, to the
satisfaction of clients
Nil complaints from clients /
receives compliments / positive
testimonials from clients

Sales Executives Performance Assessment

Tasks / responsibilities
(Continued)
Product Knowledge
Develops understanding of Nestls
products
Conveys information about
products & services to customers
Conducts presentations on the
Nestls products

Key outcomes / Measures / KPIs

Personal Characteristics
Initiative / motivation
Stress tolerance
Dependability / reliability
Integrity
Independence

Planning and Organising

Plans calls, meetings, etc.
Prepares quotes and proposals

2014 Nestl

Actual Performance

Successfully completes training

programmes on organisations
products & services
Consults with industry experts to
develop knowledge further
Effectively communicates
knowledge to customers
Is able to satisfactorily answer
customer queries of Nestl products
Suggests & implements new ideas
Remains calm & motivated despite
call rejections
Always punctual
Treats clients & peers with respect
and honours commitments made to
them
Can be relied upon to complete
tasks without supervision
Customer Relationship
Management data entered
(monthly/ yearly)
Quotes completed accurately
within 1 week of contact with client
Sales Executives Performance Assessment

Discussion Points
Employees comments:
Describe your greatest achievements in the one
year period (2014 2015)

Overreaching the monthly target with the sales of 400,000 Kyats for 4 months (September,
October, December and April)
Relationship with City Mart Supermarkets and Ocean Supermarkets clients successfully
made

Having the opportunities of meeting varieties of clients and learning from seniors
More on-the-job trainings and other work-related additional training provided by company
Getting experiences by working with sales teams
Job rotation to other Nestle branches in Asia Pacific Region
Having the chance to try for the position of Division Sales and Marketing Manager
(Myanmar)

Describe your employees greatest

achievements of the one year period (2014
2015)

Successfully built the relationship with City Mart and Ocean Supermarkets clients in
Yangon division with his sales team
Overreached the monthly sales target in 4 months; September, October, December and
April)

What are his / her greatest opportunities for the

future?

What are your greatest opportunities for the

future?

Managers comments:

2014 Nestl

On-the-job trainings
Customer relationship management trainings
Nestle job rotation programme for sales executives
Nestle corporate mentoring programme
International training centre for sales and marketing courses and programmes
Sales Executives Performance Assessment

 2014 Nestl

Sales Executives Performance Assessment

Development Agreement
The following development needs have been discussed and agreed to be undertaken over the next <number of> months.

Areas for development

Actions

Communication skills

<These are activities that will assist in development. They

could be formal training, TAFE, on-the-job training, coaching
from someone with the required skill, etc >

Employer Name and Signature:

2014 Nestl

By when?

Employee Name and Signature:

Sales Executives Performance Assessment