Duties and Responisbilities: Sales & distribution strategy: Provide input to Area Manager for development of Area Sales & Distribution Strategy. In line with the Areas Sales & Distribution strategy, set specific action plans for individual territories within the region to support continuous growth of the company sales volume and market share. Distribution Development: Prepare action plans for distribution development in the region based on overall distribution strategy. In line with the company distribution strategy, identify regional market opportunities. Propose actions to increase coverage through existing trade partners and identify and agree on new customers at the regional level to ensure optimal distribution of the company products. Conduct profitability analysis of existing customers and advise them on further distribution expansion and cost optimisation, in line with overall compnay strategy. Wholesale Trade Management: In line with defined framework of business plans, implement wholesale development strategies and work closely with direct customers in the region to improve their business, increase profitability and build partnership thus strengthening the companies market position in the region. Analyse regional distribution patterns and ensure guidance and assistance to selected customers in order to develop effective coverage and ensure consistent pricing. Ensure implementation of appropriate customer service standards and facilitate training and development of the trade in the area of distribution, inventory management and profitability, in order to position the company as the preferred business partner. Retail Trade Management: Work with the sales agents and internal team to direct the field force within the assigned territory to assure excellent business contacts with retail customer and to position the company as the preferred business partner and consultant. Make sure that any retail trade incentive programs, retail account business development plans and consumer promotions are implemented in order to achieve volume, availability, pricing, promotional and merchandising objectives. Build and maintain excellent business contacts with Key Accounts based on account strategy in order to achieve volume, distribution, pricing and merchandising objectives. Sales volume and pricing: In line with Area objectives, set monthly volume targets for each direct customer in the region by brand and by sub-region in order to meet and exceed the company’s sales objectives. Monitor and ensure that pricing and margin recommendations are followed by customers. Initiate and take corrective actions if needed. Market Intellingence and Reporting: Monitor and analyze all relevant market information in order to maintain comprehensive knowledge of the region which supports business decisions. Contribute to development of the scope and implement retail and wholesale censuses in order to establish full knowledge of distribution channels and trade universe. Ensure that market information and field force reporting procedures are properly carried out and that results are analyzed to provide continuous, up-to-date feedback to management and organization on market trends in sales, pricing and availability as well as competitor activities. In line with set objectives monitor key performance indicators and take corrective action as needed. Merchandising / Sales Cycles: Set availability, visibility and pricing targets for the team based on specific sales cycle objectives and in line with the Area targets. Ensure implementation of sales cycles through follow-up and monitoring of field force activities. In line with branding strategy, provide input for POSM allocation and branding targets. Ensure implementation of POSM placement objectives Plan and propose strategic field force development initiatives as well as region-specific Call Mission additions to increase coverage efficiency and geographical presence. Marketing / Trade Marketing: Provide input for overall Marketing plan preparation in order to ensure that regional specifics in terms of brand performance and consumer preferences are addressed. Manage and guide implementation of the regional marketing activities according to approved Marketing plan / Sales Cycle plan. Provide input for development of tailor-made regional programs. Liaise with Area management function in defining channel specific Trade Programs for the region and ensure implementation of the programs. Evaluate the effectiveness of the programs and make proposals for improvement Financials: Provide A&P budget inputs to the Marketing Manager Continuously monitor budget performance and take corrective actions in order to ensure cost-effectiveness of all activities. Human Resources Management & Development: Develop skills and competencies of sales agents organization required to implement field force activities in line with Area sales strategy and business objectives through performance management, training and development actions. Ensure that the regional training and development plan is prepared, agreed by all stakeholders and implemented. Foster the effective team and work environment and encourage initiative to allow individuals within the sales agents organization to maximize their potential within the job and increase the overall performance of the field force, team spirit and motivation. Corporate Framework and Image: Ensure that the solid image for the company, as responsible company and preferred business partner, is built and maintained through regional field force activities providing professional and high quality services to the trade. Policies and procedures: Follow the company’s policies and procedures and ensure adherence to them throughout the organization.
