Country Sales Manager at Ferrero

About the Role:

In this role, you are accountable to ensuring consistent, profitable growth in sales revenue through the planning, direction and management of the commercial team within the Country, and through interaction with customers and prospects.  You also play a key lead role in   coordinating negotiations, developing sales strategies and objectives effectively for the reference Country, which shall produce maximum market penetration and improve short- and long-term goals.

Main Responsibilities:

Sales Strategy

• Develops and proposes the annual operational sales plan for the Country in conjunction with the Country Manager, proposing also medium-term sales strategy for the Country
• Assesses market positions and recommends product needs and changes necessary to meet Country sales objectives, consistently with Ferrero Group goals.

PS And Budget Management

• Develops and proposes the annual operational sales plan for the Country in conjunction with the Country Manager, proposing also medium-term sales strategy for the Country
• Assesses market positions and recommends product needs and changes necessary to meet Country sales objectives, consistently with Ferrero Group goals
• Responsible for the forecasting of Country and Channel / Customer Sales and Sales overhead costs
• Responsible for the forecasting of Gross to Net

Sales /Business Development

• Responsible for the forecasting of Country and Channel / Customer Sales and Sales overhead costs
• Responsible for the forecasting of Gross to Net
• Assures that Ferrero’s Brands are marketed or introduced in the Country in accordance with Company policies to obtain maximum profitability

Perfect Store Execution

• Ensures the optimal product exposure, in quantitative and qualitative terms, in the Point of Sales of the assigned area
• Negotiations
• Coordinates selling tools - internal and external - to deliver compelling selling stores
• Ensures the proper management of negotiations

Field And Customer Coordination

• Proposes the optimal sales structure in terms of headcount, roles and territories
• Manages the sales channels, communicating sales objectives and suggesting channels’ approaches in accordance with the business plan objectives
• Manages the customer management activities to receive information on activities, contracts and negotiations

Relationship Management

• Supplies information to top management concerning the sales activities and plans in Country
• Maintains as much Country contact as possible to have the best knowledge of the marketplace
• Interacts with internal stakeholders, key customers and new prospects, positively and with added value as defined in business plan

People Management

• Responsbile for managing people assigned, ensuring a management system based on Group values, motivation, competence development and empowerment
• Recruits, manages, motivates, coaches and develops own team
• Guarantees Human Resources professional development, evaluating people and proposing development initiatives

Who we are looking for:

• Tertiary qualification in Business/Commercial
• 10 years commercial / sales relevant experience in FMCG
• 5 years people management experience at minimum middle management level
• Experience of strategy development and execution
• Proven records of stakeholder management internally (across all levels) and externally (senior customer management levels)
• Effective leadership skills
• Immaculate presentation and reporting skills
• Strong organizational and planning abilities
• Analytical thinker
• Data driven
• Able to effectively cascade and management information within and across teams
• Attentive to detail
• Models company values
• Leads by and with integrity 
• High degree of self mastery / motivation 
• Solid conflict management skills
• Proven record on leading sales / commercial teams
• Excellent collaborator 
• Ability to seek and sustain new business
• Working knowledge of SAP / Customer Service Systems
• Proficient communicator – written and oral (English)