Customer & Territory Sales Manager at FrieslandCampina

About the job

• Manages sales activities across channel within the region; drive regional sales performance & customer development in line with the company strategy. Undertake administrative and execution leadership to oversee day to day business activities of the Key Business Partners, including management of the field sales force to achieve distributor and sales force development.

What We Ask

• Bachelor/Masters degree in any field
• Minimum 7+ experience of Sales management
• Distributor Management/Development
• Sales force Management
• Market Analysis
• Teambuilder
• Social cultural dynamics
• Knowledge of Change management
• Knowledge of complex problem solving
• Business Development
• Knowlegde of Region/Territory management
• Result Orientation
• Analytical thinking
• Strong communication skills

What We Offer

• A dynamic, challenging, and innovative work environment.
• We believe in nourishing growth and offer training and personal development.
• Competitive remuneration package.

Vacancy Description

Sales Planning:

• Prepares Business Plan for his/her region based on company’s vision and targets, provides leadership to sales team to achieve the set objective and ensures the implementation of territory sales and distribution plan according to company guidelines, procedure and instructions to meet the sales volume and value targets for the territory as agreed in business plan.
• Create joint business plan with customer and guide through achieving its KPIs.

Distributor Management:

• Ensures Distributors in his/her sales region operate in line with company’s standards (warehousing, sales force effectiveness, financial healthiness etc). Co-located at the assigned distributor to manage day-to-day operational issues including sales tracking, inventory management, data management system and customer database management. Provide key inputs to quarterly/annual distributor review. Manage credit risk in his/her sales region and proactively recommend actions to prevent bad debts/other credit losses.

Field Sales Force Management:

• Provides leadership direction as well as supervises the field sales force management. Engage, enable and energize the team for optimal performance. Coach and mentor team in core sales skills via field trips and or classroom training, set long and short term targets for primary and secondary, evaluate team’s performance and provide feedbacks and developmental actions to drive performance

Market monitoring:

• Monitors the market developments, new opportunities and competitors’ activities in line with company requirements to create new initiatives for business growth within assigned territory. This includes, but is not limited to, collecting key insights on competitive brandsand changes to competitordistributionstructure. Provides sales forecast in order to ensure efficient supply of products in line with market demand.

Territory Management:

• Develop, cascade and implement plans in all sales channels in his/her region to ensure that potential demand for company’s product is fully exploited, Conduct regular retail & market audits to ensure optimal service level, promo execution, picture of success etc. Manage relationship with retailers to drive preference and creatively match opportunity with resources. Ensure expense and budgetary control within region.

Reporting:

• Send inputs to Head office for reporting in terms of distributor stock and secondary sales, market audits reports, value chain on a weekly basis.
• Analyse current (work)processes, equipment and materials signal and evaluate bottlenecks and initiate and implement improvements

Digital and Business analytics / Commercial Technology

• Have the ability to understand and apply technology and digital tools,including enhancements,provided to execute commercial operations with efficiencies to maximize business result.
• Ability to analyse and utilize digital data from various sources, both internal and external to provide clear insights to customer behaviours,market trends,macro economics and all other critical business insights.

Management Information

• Provide insights at request or at own initiative regarding quantitative and qualitative developments by means of periodical and ad hoc reports and/or analyses, based on reporting guidelines

People Management

• Appoint, lead, coach and appraise employees and develop (the cooperation between) employees of the own department using the instruments, service and procedures of the HRM department

Relation Management

• Build and maintain a network of relevant (external) stakeholders/partners as well as manage the relation with the (direct) environment of the production facility/facilities

Knowledge Development

• Keep up with relevant developments in own area of expertise. Define knowledge gaps within team and ensure the development by exchange of knowledge among professionals within the department and other plants within the cluster or capability development request.