Report to : Sales Manager Traditional Trade
Position Snapshot: Develop, implement, and manage the Route to Market strategy of the territory assigned for the short and mid-term, implementing the integrated commercial plan of each category, developing long-term business relationships with customers that ensure the sustainability of the business, allocating responsible and resources to ensure sustained growth, ensuring the profitability of the entire business chain through a solid strategic base. Likewise, lead and develop the sales team of the territory.
Define the Route plans of the territory and execute the ICP (Channel Category & Route to market plans). Plan, manage and ensure compliance of the different category targets defined for the territory in a monthly and annual base, manage the KPIs (coverage, # orders, ticket | inventory level, sales peak, etc), applying modifications and action plans when appropriate. Actively participate in MBS process to define the PDC for his / her region in line with ICP plans, marketing, and CDT Secure objectives for the category and customers under his / her responsibility according to Nestle model (OG) for the short and mid-term. Analyze trade sales trends on a daily basis to implement activities to cover any possible gap vs objective coordinating with customers to fix execution opportunities and CDT to invest in activities. He / she will also lead post activities evaluation to maximize investment. Improve execution in stores securing sales execution standards (quality, availability, pricing, visibility, promotions, and channel plans) Secure Account management processes are being made with excellence: Monthly Business Reviews (BRs), Weekly/Daily Operational Reviews (WORs / DORs), Bad Goods management, Payments on time Lead collaborative projects with customers aiming to maximize synergies within Nestle and its distributors securing implementation and following activities maximizing profits across the trade Responsible for improving commercial relationships with customers Ensure compliance with all principles and policies of the Company, including NMLP, TS, Nestlé's /local business policy, local business terms, safety, and local regulations. Lead and develop people under his responsibility. What will make you successful… At least 5 years of experience in commercial areas, and over this period has successfully delivered on KPIs. Experience in FMCG industry. University degree required. Previous experience in traditional channel managing large distributors. Demonstrated experience in RTM. Advanced Negotiation Skills Demonstrated ability to lead teams (direct and indirect) Had experience in managing Field Sales team. #J-18808-Ljbffr
