Sales Manager (UK & Europe)

Posted 23 January by Prime Associates Ending soon
  1. PRINCIPLE PURPOSE OF JOB

  1. Pro-actively and professionally manage the commercial relationship with agreed customer/prospect base to maximise the profitable revenue generated and their loyalty.

  2. Deliver the sales and margin targets agreed with the Company on an annual basis through the retention and development of existing customers and winning new business.

  3. Manage demand to enable the Company to provide good service to its customers

  4. Ensuring the Company leadership and sales and marketing teams are well briefed on market dynamics including customer and competitor activity within your remit.

  5. Develop and improve the reputation of the company with the customers and prospects it targets within your remit through the full range of sales activities.

  6. Support the Sales Manager and Team as required.

  1. KEY TASKS

    1. Create, develop and agree the business plan to deliver the sales and margin performance of your key account/sector with the Sales Manager

    2. Create, develop and maintain a pipeline of new business sufficient to meet the targets agreed with the Company.

    3. Ensuring the flow of customer orders is sufficient to meet the Company target

    4. Ensuring the sales and margin performance of customers meets the Company target through:

      1. Industry leading levels of account management, service and innovation are achieved within your portfolio

      2. Maximising the distribution of relevant Company branded ranges with the customer and their customers/consumers;

      3. Maximising the development and performance of customer branded ranges;

      4. Ensuring the cost to serve is commensurate with the scale and importance of the customer in profitability terms;

      5. Maintaining and updating customer data within Company systems;

    5. Excellent communication with all departments to fulfil the needs of your customers, prospects and the company and its brands.

    6. Report on performance against plan to Sales Manager and Leadership team.

    7. Report customer activity; competitor activity

    8. Supporting the wider Company team with customers - such as marketing, finance, logistics to ensure high levels of customer service alongside Company profitability

  2. AUTHORITY

  1. Contributing to, and developing, sales plans and strategies with Sales Manager;

  2. Managing customer support budgets;

  3. Devising and presenting ideas and strategies for the development of your business

  4. Negotiation of commercial terms with customers/prospects within parameters agreed with your manager

    1. MEASURES OF PERFORMANCE IN THE JOB

      1. Monthly review of pipeline, orders, sales and margin by account and range

      2. Monitor progress of all significant sales activity using appropriate metrics (including customer satisfaction) and submit reports of performance and communicate to Sales Manager and Commercial Director

      3. Monitor performance of distributors - communicate to Sales Manager and Commercial Director

      4. Qualitative feedback from internal and external customers

      5. Supportiveness for compliance to the Company’s accredited standards and processes.

9.0 ADDITIONAL REQUIREMENTS FOR CANDIDATES

High Level Competencies

Communication - including questioning/listening, presentation, 1/2/1 and group

Drive for Results - demonstrable track record of success through own interventions

Attention to detail

Skills

Key Account Management - to a high level relevant to sector/market

New Business Development - high level team based structured selling

Commercial Awareness including business planning, opportunity evaluation

Organisation and Planning

Influencing - at all levels from C level to factory floor

Teamwork

IT - competent using MS Office/Company applications - Excel intermediate or better

Required skills

  • Key Account Management
  • Man Management
  • Strategic Selling
  • Proven background selling foodservice packaging

Application question

Do you have a successful background selling packaging to foodservice and or FMCG sectors?

Reference: 34172547

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