Manager, Sales

Lactalis (Santa Fe, Argentina) Publicado hace 18 días
The Manager, Sales provides sales leadership and direction by cultivating relationships with decision makers to push the sales of our core brands and SKUs & by managing and executing all aspects of the company Deli Branded strategy. This will include but is not limited to penetrate senior account management, broker management, initiate new item distribution, and maximize profitability of product mix and other activities, which are important to continued development of the assigned account(s).Essential Duties and Responsibilities:- Work with the Director of Sales to develop appropriate sales strategies, which are consistent with company objectives for each account. In addition, will be responsible for the preparation and timely submission of this and other information required as part of the company’s business plan and supporting budget.- Participate in defining and implementing the sales strategy while being monitored by the Director of Sales and building the long-term plan by drawing up the annual business plans while anticipating major developments.- Contribute to the construction of the annual business plan, build sales, draw up a category development plan, arbitrate, validate and implement the plan, ensuring that it is applied and put in place with key account.- Develop recommended trade budget, which will focus on effective/efficient expenditures for the accounts assigned. Will work closely with the Lactalis Store Brand group in this effort.- Negotiate customer agreements in accordance with the company sales policy and check that they are implemented while ensuring the high quality and sustainability of the relationship with the customer.- Responsible for effective management of all broker activities and actions for assigned accounts. Focus will be to direct activities in support of the individual accounts and respond to both competitive pressures and changes at the customer level. Will be required to evaluate performance, which may include replacement of ineffective brokers.- Need to review market activity on a weekly basis using IRI and other measures and appropriately respond to information, which indicates trends that may require action.- Have a comprehensive foundation and be familiar with company products and capabilities. This will include pricing, promotional and credit policies. Knowledge regarding operational capabilities includes logistics, customer services, customer accounting, and other support departments.- Develop and maintain contacts with customers. Will understand customer strategy and work to position our products and capabilities to put us in the best position for the benefit of both.- Provide a proactive point of contact between the various company departments and discuss national agreements to define action plans with the sales force teams.- Need to understand and utilize to the greatest degree possible the automated tools that are in place to predict and measure results. These include forecasting (FuturMaster), account review (Stratum and Synectics), and customer activity (IRI).- Gain key account intelligence and understandings of accounts initiatives to participate in the bidding process.- Will be responsible for managing various customer accounting activities and will take a leadership position (with broker and internal resources) in resolving issues regarding customer deductions and other customer billing and accounting issues.- Work closely with the sales support personnel including Customer Service, Customer Accounting and Trade Marketing to ensure maximum communication and effectiveness of effort.- Identify new profitable business and customer opportunities, and develop strategies by facilitating communication between key accounts and the Lactalis commercial team.- Be keenly aware of competitive activity in the various accounts assigned and will recommend appropriate response to changes in market conditions caused by competitive pressures.- Required to work closely with marketing personnel on new product introductions and in the development of Customer selling stories by providing support and information as required.- Submit timely and accurate reports of activities and appropriate expenses as required.- Work closely with corporate quality assurance staff on timely and appropriate issues for customers regarding any issue related to product quality.- Participate in Trade Shows and attend key client/stakeholder meetings (T2T) to build on existing relationships and strategize on opportunities.
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