Country Sales Manager

It ensures systematic and efficient performance monitoring with clear KPIs to deliver target business results (topline sales, trade spend, market share, stock coverage and freshness). The role will require building up and maintaining a good rapport with distributor and key trade customers.

Responsibilities:

• Manage the sales strategy, develop and propose the annual operational sales plan and medium-term sales strategy for the Country
• Ensure development and propose commercial policies, trade terms and customer plans; work on annual and monthly sales activity and marketing support plan
• Develop the national standard of building blocks KPIs by channel / type of POS (distribution, freshness, visibility, consumer price, display)
• Support the development of tools for the strategic development of the retail mix: spaces, exhibits, promotion, POSM, planogram (shelf, off shelf, check out, displays)
• Assess market positioning and support the process of product needs and changes necessary to meet Country sales objectives
• Manage PMT, budget, objectives and sales forecast
• Propose Country sales volume and sales costs for PS/budget and monitor regularly
• Allocate volume target and trade spending to customers and clearly communicate with distributors
• Ensure alignment with business objectives and proper management of budget (reach targets on trade spending, returns, profits)
• Coordinate with the distributor the implementation of the sales plan in the Country, ensuring the achievement of sales volume and growth objectives
• Monitor continuously the Country marketplace and Customers' performance to determine possible market opportunities and improvement of market penetration
• Assure Ferrero Brands are marketed or introduced in the Country in accordance with Company policies to obtain maximum profitability, assure alignment and knowledge transfer to distributors
• Support Distributors in managing negotiations with major customers to ensure implementation of the Ferrero guidelines, in presentation of the activities plan and the trade budget to main customers
• Manage distributors to ensure achievement of the sales targets (building blocks KPIs)and manage application of key account agreements (if any)
• Ensure payment to Ferrero, follow up credits and assure the information flow from distributor on sales and expenses
• Propose the optimal sales force structure in terms of headcount, dedicated vs shared reps, roles and location
• Monitor field activities, performances and accomplishment of sales conditions, agreements, relevant building blocks KPIs and the customers’ profitability and regularly and clearly communicate to the General Manager
• Ensure stock management and control; propose actions to solve over-stocks and out-of-stock situation
• Control the Trade spending through the approval of the PO
• Ensure all agreed reports are provided timely and accurately
• Implement brand and trade marketing strategies, regularly feedback on opportunities and obstacles
• Make proposals to Trade Marketing on new types of POS Material and in-store activities
• Share with Marketing and Trade Marketing the local best practices results to be converted into sales stories for other activities and countries
• Manage the team and get actively involved in recruitment, performance management and team development through coaching

Requirements:

• University degree, preferably in Business related programme
• Strong professional experience in multinational FMCG sales and trade marketing, category management experience is considered a strong plus
• Experience in SPF category (sweet packaged food) is an advantage
• Strong analytical, negotiation and leadership and cross-functional collaboration skills
• Proactiveness, dynamism, strategic mindset, openness to challenges and good change management
• Strong sense of mutuality and empathy, respectful partnership attitude
• Advanced people management skills, previous experience in leadership role is required
• Knowledge of MS Office tools, SAP experience is a plus
• Fluency in English, written and spoken