رئیس فروش سازمانی

Job Description

• Prepare detailed sales annual operating plan (AOP) and budget for B2B sales channels including confectionary, HoReCa, raw materials, and organs.
• Develop a rolling forecast according to the sales and operation (S&OP) process.
• Prepare and implement a Route to Market (RTM) improvement plan.
• Prepare a proposal for trade policy for the B2B channel and customers.
• Develop a plan for the engagement of third parties when needed.
• Design and implement exit strategies for unsuccessful/ unprofitable B2B sub-channels.
• Define KPIs for the team in line with Company direction and monitor achievements.
• Monitor CRM reports and customer complaints related to sales and implement B2B corrective actions.
• Manage sales and money collection activities of B2B product portfolio in the B2B channel and customers.
• Lead, facilitate, and ensure that project/department milestones/goals/AOP are met and adhere to approved budgets.
• Execute trade marketing and sell-in activities (listing fee, customer negotiation, Joint Business Plan (JBP), catalogs, merchandising, and visibility).
• 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 and define new projects based on the findings and market data.
• Regularly monitor and report about the prices in the market (our products and competitors).
• Manage tender process and documentation.
• Provide market feedback related to product quality issues.
• Ensure that adequate training for New Products is delivered to the sales team.
• Manage and control returns from the market.
• Establish strong relationships both individual and organizational with customers/channel partners and ensure that service level is in line with the plan.
• Identify, negotiate, approach, and engage key or strategic partners/costumes and set short- and long-term category strategies to develop new partners/costumes.
• Improve productivity from B2B existing sales channels/partners.
• Maintain a regional partner plan that maps partner strengths (customer relationships, vertical focus, etc.) to accounts and target opportunities.
• Provide timely and accurate reports and documentation of operations, including periodic channel development forecasts and business summaries.