Manager, Sales (Retail)

• Works in close collaboration with Key Account Manager/Executive and jointly develops with the customer the strategic annual customer plan for his/her respective categories and joint business plan for the year.
• Works in close collaboration with Key Account Manager/Executive and the IBP Category Leaders for the category input, and with Brand Development Manager and Marketing for the banner/channel plan.
• Reviews and Signs off optimal integrated promo plan (incl. selling the plan @ the customer) and manage promo investments for the Channel.
• Manage the Channel and Customer P&;L for his/her respective categories.
• Closes the deal with the Customer by negotiating the trading terms, trade funding, and counterparts according to the Country Foods’ strategy on his/her categories.
• Manages overall levels of Customer Investments for his/her Channel.
• Monitors Customer Performance by tracking customer contribution and market share for major categories.
• Deliver the agreed plan, follow-up achievement of counterparts set in the agreement.

• Building and managing relationships with key players in the customer(s) or channel at the head office and/or store level.
• Supporting the Key Account Manager/Executive in conducting negotiations as necessary (listings, planograms, displays, promotion execution etc) at regional office and/or store level.
• Supporting the Key Account Manager/Executive in implementing and maintaining in-store tactics developed within Category Management partnerships with the Customer(s).
• Working with customer service to track orders, troubleshoot, and achieve customer service KPI's.
• Working with IBP and Logistics to plan, analyze, and prepare sales forecast customer's needs and to ensure on-time and complete delivery.
• Monitoring sales and distribution performance, particularly for new products, and taking timely action to drive continuous improvement.
• Monitoring competitive activity at Channel level, recording and consolidating key activities, monitoring speed and breadth of distribution, and identifying competitive best practices and discussing with Key Account Manager/Executive so that they can proactively respond with strategic/tactical refinements.

• Regularly visiting stores in order to identify areas of improvement (at least 3 days a week).
• Monitoring performance vs. objectives, providing continuous coaching and feedback, and conducting appraisals with the Key Account Manager/Executive.
• Resolving operational issues at head/regional offices or in-store.
• Working with Key Account Manager and Marketing to develop tools, merchandising materials and in-store programs for effective shelf management to induce shoppers to purchase Country Foods products at shelf.
• Reviewing Merchandiser itineraries (location, frequency, duration vs. plan) and roles to ensure optimal deployment of limited resource
• Giving direction to in-store staff (merchandisers) and ensuring that they are trained and updated on new products, promotions, and merchandising objectives. Identifying training needs and developing training plans with Team Leader.

• To carry out market visits and engage with customers on a regular basis.
• Clearly communicating in-store objectives and monitoring execution of 6P targets: product availability, assortment by store format, shelf pricing (regular and promoted), promotion implementation vs. plan, share of shelf and planogram, POP placement vs. plan.

• Minimum 4 to 5 years relevant Account Management/Field Sales experience.

• Minimum 2 years of Brand Building is an advantage.
• Minimum 2 years of Customer Marketing or Trade Category Management is preferable.
• Experience in Food Industry is an advantage.

• Self-starter with the ability to roll up your sleeves and get things done independently.
• An affinity for problem solving and ability to discuss, facilitate and implement solutions cross-functionally.
• Possess good team spirit, collaborative, result-oriented, positive work attitude under tight deadlines.

SATS