Prepare a detailed B2B Annual Operating Plan (AOP) and budget to increase market penetration within HoReCa/foodservice and Organs channels.
Participate in annual sales strategy planning and ensure that assigned milestones/goals/objectives/targets are met and adhering to approved budgets
Manage tender process and documentation
Guarantee that the sales fundamentals are implemented in the market (Numeric and weighted distribution, coverage, drop size, visibility, and merchandising standards, must stock list (MSL), rout compliance, etc.)
Execute trade marketing and sell-in activities (listing fee, customer negotiation, shelf space, Joint Business Plan (JBP), catalogs, merchandising, etc.)
Periodic analysis of data regarding actual sales (value, volume, coverage, waste, promotion, etc.) versus budget and plan and propose solutions to improve the sales and uplift the HoReCa/Foodservice and Organs channels' sales volume to its possible best
Monthly, quarterly, half-year, and yearly performance reviews of the team.
Meet with customers to discuss their evolving needs and to assess the quality of the company’s relationship with them.
Monitor CRM reports and customer complaints related to sales and implement respective corrective actions.
Manage sales and money collection activities of the respective product portfolios.
Conduct regular market visits with the team and research and analyze data and insights including consumer needs and wants in order to recognize and capture market opportunities.
Regularly monitor and report about the prices in the market (our products and competitors).
Ensure that adequate training for New Products is delivered to the sales team
Perform a wide range of customer selling activities, including sales presentations, product demonstrations/training, etc.
Together with HR Dept. assess and select potential candidates for the vacant positions.
Regular accurate, objective, and fact-based monitoring of team members' performance and taking corrective actions (Replace, promote, train, develop, reward, recognize, etc.).
Supervise, develop, motivate, coach, and manage conflicts between the subordinates.
Prepare proposals for a commission or any kind of incentive.
Collaborate closely with trade marketing team and brand managers to deliver marketing events/programs/campaigns that create interest and awareness among partners' customers and implement sell-in and sell-out activities.
Collaborate with the sales development and trade marketing team to effectively promote products to re-sellers and customers, ensuring product/brand positioning, features and pricing are appropriately addressing market needs.
Requirements
+8 years of experience in FMCG B2B sales (HoReCa/food service and organs) with at least 4 years in supervisory positions.
At least a Bachelor's degree in Management, Business Administration, or related fields.
Strong leadership skills as it pertains to building, leading, and developing a team of dedicated sales professionals.
Experience creating field sales tools and processes to support end-to-end sales cycles including prospecting, discovery, relationship building, solution mapping, and deal negotiation.
Familiarity with sales tools including Varanegar and Rahkaran systems.
Passion for training and enabling team members to successfully exceed their goals.