Customer Business Development Regional Manager - North
Ferrero
- Beijing
- Permanent
- Full-time
- Propose goals, sales strategies, channel and customer plans for the region managed
- Develop and manage operatively weekly rolling sales forecasts for the assigned region
- Ensures in line with business objectives the proper management of budget (reach targets on trade spending, returns, profits)
- Detect and propose business development and growth opportunities, ensure quantity and quality development in the assigned Region (Business Blocks KPIs)
- Properly distribute resources (human, financial, POSM, etc.) for most effective ROI
- Supervise negotiations with local and national KA to ensure implementation of the central guidelines
- Presents, negotiate and sign agreed budget with distributors and wholesalers (Define and communicate objectives and policy to customers)
- Defines with distributor the level of service expected (business model, dedicated vs shared sales force, KPIs etc) and monitor the actual outcome
- Ensure application of national and local KA agreements and Region sales targets (Building Blocks KPIs)
- Propose sales force structure – dedicated vs shared sales force etc., location, headcount
- Manage distributors and wholesalers, ensure payment to Ferrero, follow up credits and assure the information flow from distributors on sales and expenses
- Monitors field activities performance and accomplishment of sales conditions, agreements and relevant BB KPIs
- Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks
- Implement brand strategies, achieve qualitative and quantitative objectives set by marketing, report on opportunities, obstacles
- Ensure implementation of TM activities, active and proper in-store activities execution
- Makes proposals on new types of POSM and in-store activities for authorisation by Trade Marketing department
- Share with Marketing and Trade Marketing the local best practices results to be converted into sales stories for other activities and regions
- Regularly evaluate performance of the structure assigned through joint visits and market visits: evaluate achievement of the BB KPIs, effect coaching and motivate subordinates
- Participate in recruitment and selection according to the job descriptions and company values
- Train new comers on merchandising, sales skills, explain Ferrero sales principles and commercial policy, communicate new products, new projects, promo etc.
- Other tasks assigned by line manager or company
- At least 10 years experience in FMCG sales;
- Bachelor’s degree;
- Strong selling and negotiation skill;
- Good knowledge of in Traditional & Modern Trade, experience Commercial Policies, Channel & Customer Plan, and Field Sales & Merchandising Processes;
- Excellent communications skills in English and Chinese, written and oral;
- Have strong leadership and people management skills;