The role of Sales Manager Gourmet is to contribute to achieve the commercial targets for the ME by translating the market commercial strategy to annual operational plans. This role ensures effective sales of the company's products through managing distributor networks as well as through direct key account management. Specifically, the role is responsible to ensure effective market coverage through distributor workforce, effective market activation and promotion of products and implementation of sales tactics in order to achieve the commercial objectives.
Key Responsibilities Include
Develop and execute operational sales plans to achieve sales volume, profitability and other commercial targets in assigned areas, based on understanding and translating the overall business unit and market strategy; this includes devising specific segment plans as needed
Develop new business in the Gourmet market segments (such as pastry, confectionary, bakery etc.), through a direct approach to key accounts or joint efforts with distributors
Ensure sufficient market coverage to harness business opportunities; highlight gaps in coverage to sales management, along with proposals to address the same
Manage distributor relationships in the assigned area to maximize sales volume, profitability and other commercial targets including distributor relationship management with frequent and regular engagement; collaborative account and market coverage planning including joint market/customer visits; support to brand and product training, events and demonstrations for existing new product launches; support to implement and manage sales and marketing tools including end-user database management; coach and develop distributor sales force for maximizing impact in the field
Constantly analyse & manage product portfolio with the goal to optimise volume and profitability including through introducing new products, managing phase-outs, implementing pricing and sales promotions
Constantly collect and analyse market intelligence and highlight to sales management; Provide strategic inputs on volume, profitability, pricing strategy, and channel & competitor, customer strategy to internal stakeholders
In collaboration with relevant functions such as marketing, develop and implement trade marketing, local partnerships (such as chef networks, influencers, ambassadors), promotional programs, and other activation and engagement activities towards achieving commercial targets
Exercise control over trade spending and promotional programs to meet targets
Exercise budgetary control as assigned and provide regular reporting to management