National Field Sales Manager
The position of National Field Sales Manager plays a key role in driving commercial success by leading, coaching, and developing a team of Regional Field Sales Managers, ensuring consistent execution of national sales strategies, strong regional performance, and achievement of field sales objectives across the country.
Areas that play to your strengths
All the responsibilities we'll trust you with:
- Actively involved in developing annual execution plans & strategies for the local market, in close collaboration with Trade Marketing team.
- Develop and execute National Field Sales Business plan.
- Plan & Manage the Field Sales Team's KPI's and the Field Sales Managers KPI's.
- Ensure the achievement of defined KPI targets nationally: store coverage, distribution, additional store placements, cashier coolers, Perfect Store, etc.
- Promotional execution – ensure desired promotions are in place and running from the first day.
- Continuously looks for best practices and initiatives to permanently addapt and optimize internal model of store coverage and field sales routings, based on changing market landscape.
- Define the relevant universe that should be covered by the Field Sales Team.
- Enable the team to develop the store universe through active selling, the implementation of the Perfect Store Concept and the rotating coverage model.
- Ensure that the Field Team have all relevant information to perform their function.
- Ensure that all relevant Field Sales Tools are being correctly used and collate feedback on all gaps that current tools do not fill.
- Ensure correct input of audit data by the team and use audit reports to help develop the Field Team where necessary.
- Ensure the field team understand their individual job roles and are carrying them out in line with agreed working practices.
- Constantly measure and review the team’s performance against KPI targets nationally by providing regular and constructive feedback and effectively manage poor performance.
- Overall Field Sales budget allocation and tracking.
- Train and develop the team so that each team member’s contribution and potential is maximised through the global Field Sales Training Curriculum.
- Regularly coach the team in field with joint store visits.
- Ensure the team follow the regular check-in intervals (mid year, end of years, comp planning)
- Keeps close and permanent contact with Trade marketing, KAM and DP manager, to enable timely and complete exchange of information & execution data for all the market channels.
- Establish and maintain a dynamic and inclusive team environment that encourages positive attitude, team interaction and creativity.
- Interface with other departments within the company, acting as the communication point for the Field Sales Team.
- Foster strong inter-department relationships by working in an internally wired way.
- Proactively collaborate with HQ and the Region on a regular basis to ensure the Field Sales team are aligned to the global strategy and maximise initiatives.
Your areas of knowledge and expertise
that matter most for this role:
- 10+ years of FMCG experience, including leadership of large and multi-layered teams.
- Demonstrated experience managing managers and driving performance through organizational leadership.
- Valid driving license.
- Leadership, motivation, and team skills.
- Clear understanding of the market's sales & distribution, competitor activity as well as consumer behavior in FMCG context.
- A commitment to people management and development with a proven ability to build and develop talent.
- Strong analytical ability and commercial acumen to understand financial statements and market trends.
- Excellent Microsoft Office (Word, Excel, Power Point, etc.) skills and experience with Field Sales tools.
- Travel 70-80%
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