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Area Sales Manager Surat

2 months ago

Surat, India Ferrero Full time
Job Location: SuratCompany description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000  dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

If you are looking for a dynamic working environment, decisiveness and a broad scope of responsibility, this role can interest you. As Area Field Manager, you will ensure the achievement of sales objectives and coordinate with Area Managers and Customer Team Managers.

Main Responsibilities:

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 area sales volume budget and trade expense for PMT (by city, POS, 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 (human, financial, POSM, etc.) for most effective ROI
  • Negotiation
  • · Presents, negotiate and sign agreed budget with distributors and wholesalers (Define and communicate
  • objectives and policy to customers)

Field Management

  • · Defines with distributor the level of service expected (business model, dedicated vs shared sales force,
  • KPIs etc) and monitor the actual outcome
  • · Ensure application of national and local KA agreements
  • · Ensure achievement of the area sales targets (Building Blocks KPIs)
  • · Propose sales force structure – dedicated vs shared sales force etc., location, headcount
  • · Manage distributors and wholesalers, ensure payment to Ferrero, follow up credits and assure the information flow from distributors on sales and expenses

Planning and control

  • · Plans daily and weekly routing and ensures conformity by sales representatives
  • · Monitors field activities performance and accomplishment of 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, from the sales force
  • and ensure accuracy, up & down with KAM (actuals on stocks and sales, freshness, other regional reports,reports from promoters)

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
• Is responsible for control: visibility, positioning of POSM and takes measures to execute trade marketing
activities if they are not in place
• Makes proposals on new types of POSM and in-store activities to Regional TM Supervisor
• Control work of Promoter (during market visit) – presence, presentation etc. Report on issues to Regional Trade Marketing Supervisor.

Managing Human Resources

  • · 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 and motivate subordinates
  • · Participate in recruitment and selection according to the job descriptions and company values
  • · Train new comers on merchandising, sales skills, Trade marketing execution, explain Ferrero sales
  • principles and commercial policy, communicate new products, new projects, promo etc.

 

Who we are looking for:

• 5+ years’ experience in sales and/or marketing Managerial  Team handling  experieince 
• Experience gained in the FMCG segment with a proven track record of success in a similar role
• Demonstrable experience in managing complex teams
• Fluent English 

Reference Code: B

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world. 

 

You should be highly focused on the team management, knowing and guiding your people and leading the team towards achieving goals. Thanks to strategic thinking and great understanding of the business environment you will effectively support others, improve processes and manage complexity. Employee contribution and engagement at Ferrero is based on the individual, team and organisation dimension, so demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes with your team.