Sales Manager at Ferrero

About the Role:

• Ensure consistent, profitable growth in sales revenue through the planning, direction and management of the sales field personnel and Key Account Managers within the Country, and through interaction with Upper Trade Channel KA’s. Responsible to manage and coordinate negotiations and to develop sales strategies and objectives effectively for the reference Country, which shall produce maximum market penetration and improve short- and long-term goals.

Main Responsibilities:

•  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 Standards
•  Manage the Trade Promo budget to implement the BTL activity grid and to reach the targets in Quintals and in Net Sales
•  Proposes the UT sales RTM structure yearly development plans
•  Responsible for the UT sales forecasting together with Trade Marketing, Marketing and SC
•  Coordinates the implementation of the Sales Plan in the Country, ensuring the achievement of sales volume and growth objectives
•  Monitors continuously the Country marketplace to determine possible market opportunities and improvement of the market penetration of Company’s products
•  Assures that Ferrero’s Brands are marketed or introduced in the Country in accordance with Company
• Standards to obtain maximum distribution, visibility and profitability
•  Ensures the optimal product’s Visibility, in quantitative and qualitative terms.
•  Prepare the Building Blocks plan for Xmas and Easter
•  Develop My Perfect Store initiative in the Top KA / VIP Shops
•  Enforce the use of the Trade Presenters to deliver compelling selling stores
•  Ensures the proper negotiation management, closing eventual gaps in the Trading Terms vs the Ferrero
• Commercial Policy
•  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 in order to receive information on activities, contracts and negotiations
•  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 key customers and new prospects, positively and with added value as defined in business plan
•  Accountable 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:

•  A tertiary qualification in Commerce or similar
•  5 - 10 years’ experience in Key Account Management, preferably in the FMCG environment
•  Proven track record in managing and growing key accounts with major retailers
•  Strong analytical and numerical abilities, with strong negotiations skills
•  Report writing and presentation skills
•  People management skills, with ability to drive for results
•  Goal driven and entrepreneurial mindset
•  Ability to work under pressure, and willing to work long hours if required
•  Willing to travel locally