Sales Manager Azerbaijan
PURPOSE
Ensure the growth of the Company products developing sales, distribution and visibility in the market.
SPECIFIC KNOWLEGE
Market Knowledge: Modern Traditional / Impulse Channel; Company Portfolio; Company Commercial Policies; Channel & Customer Plan; Commercial Logistics; Sales, Field & Merchandising Processes, strong leadership, people management skills, analytical skills, English / Russian fluent, MS office advanced user
AREAS of RESPONSIBILITIES and related ACTIVITES
Sales Strategy
Propose goals, sales strategies, channel and customer plans for the area managed
Sales Forecast, Budget and Objectives
Develop and manage operatively weekly rolling sales forecasts for the assigned area
Ensures in line with business objectives the proper management of budget (reach targets on trade spending, returns, profits)
Propose region sales volume budget and trade expense for PMT (by channels / shops, area, product, SKU)
Customer plans and sales development
Detect and propose business development and growth opportunities, ensure quantity and quality development in the assigned area (Business Blocks KPIs)
Properly distribute resources (financial, POSM, etc.) for most effective ROI
Negotiation
Supervise negotiations with local and national KA to ensure implementation of the corporate guidelines
Presents, negotiate and sign agreed budget with distributors and wholesalers
Define and communicate objectives and policy to Distributors
Field Management
Defines with distributor the service level expected (business model, KPIs) and monitor the actual outcome
Ensure application of KA agreements
Ensure achievement of the area sales targets (Building Blocks KPIs)
Manage distributors, ensure payment to Company, follow up credits and assure the information flow from distributors on sales and expenses
Planning and control
Monitors field activities performance, sales conditions, agreements and relevant BB KPIs
Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks
Ensure that all agreed reports are provided timely and accurately - from distributor and ensure accuracy, up & down with KAM (actuals on stocks and sales, freshness, other reports)
Marketing and Trade Marketing
• 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 Marketing department
• Share with Marketing the local best practices results to be converted into sales stories for other activities and regions
Participate in managing Human Resources of the distributor
Define sales targets for the structure managed by SKU, control results
Regularly evaluate performance of the structure assigned through joint visits and market visits: evaluate achievement of the BB KPIs, effect coaching of the people
Participate in recruitment and selection according to the job descriptions and company values
Train new comers on merchandising, sales skills, explain Company sales principles and commercial policy, communicate new products, new projects, promo etc.
E-mail: [email protected]