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.
