Job Profile
Executing the sustainable growth selling- in strategy for the Group’s products by setting up and by designing the Route to Market for the consumption cluster according to the territory management principles while developing and managing long term relationships with distributors/wholesalers.
Key Responsibilities
Achieve profitable volume and market share by influencing wholesalers to place their order with the first tier distributors.
Make the connection between the wholesalers and supply in order to insure the availability of product category in the right channel (POP’s and POI’s) with efficient territory coverage
Maintains personal relationships with all trade channels, within the guidelines of the annual account plans, resulting in optimization of customer relations and business opportunities, and a positive image of the company
Translates the defined CVP strategy into customised CVP’s
Implements CVP strategy to achieve profitable volume/market share target
Defines and manages customized CVP per key account
Delivers the CVP per customer account, according to call plans and account activity plans
Ensures achievement of sales driver objectives and set key account targets and goals
Responsible for Business growth and capacity development of key traders
Assists and contributes to Merchandise processes and procedures
Ensures process management for distributors, to ensure high customer service levels at acceptable levels of risk in order to achieve volume and revenue targets, which includes: ordering, (cash) payment, invoicing, delivery of goods and visit planning.
Plans and realizes visits with key accounts in order to evaluate delivered customer care
Customer care service
Takes good care of distributors complaints and resolve them timely and efficiently
Identify new channels for selling products and determine which products should be offered through which channel and in which geographies.
Analyzes and understands orders and sales per region (Product category, Pricing, trade route), the dynamics and drivers by mapping the Value chain and analyze and report on KPI’s (e.g. Sales volume per product categories, weighted distribution, territory coverage)
Controls the activity of the regional sales managers and supports them in achieving their targets
Identify and advise with respect to all trade marketing materials and activities. Support the selling out within the channels with trade marketing tools. Define and manage the trade marketing wholesale plan
Define and manage the trade marketing wholesale plan, customized to sales territory dynamics (brand, product group and channel mix), for the sales territory executed by Wholesale Executive
Controls the budget for the channel, takes corrective actions when necessary, and ensures adequate reporting, within corporate guidelines, to ensure that the sales channel delivers its budget and meets KPI objectives
Key Requirement
Degree in a business related discipline
Minimum 7 Years’ experience in international FMCG Company
Experience in all aspects of developing and maintaining marketing strategies
Technical marketing and Sales skills
Proven experience in sales
Strong Organizational and planning skills
Analytical skills and result driven
Ability to effective lead a team
Formal presentation skills
Persuasiveness
Adaptability
Decision-making
Key Performance Indicators
Wholesale volume
Volume mix
Order on time
Accurate forecast
Channel penetration
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Interested and suitably qualified candidates should click here to apply online.
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