Area Sales Manager

Job Description

• ABOUT THE ROLE:

  In this role you will be accountable for creating value through driving sales and developing strong relationship with key customers in your dedicated territory. You will be driving the performance and growth of Bacardi’s brands within your territory through negotiating the commercial terms and building long lasting relationships with customers. Your strong communication, presentation, networking and interpersonal skills will be key to your success in this role.

  • Monitor the performance of the sales teams within the state and re-allocate resources to improve overall results
  • Contribute to the development of sales, marketing, customer retention, advertising, pricing, and distribution strategies for the region
  • Oversee sales support activities such as sales administration, customer service, distribution, invoicing, and credit and collections to ensure that customer orders are processed, dispatched, invoiced, and paid accurately and on time
  • Coach sales representatives on the technical aspects of the organisation’s products and services; on marketing campaigns and sales promotions; and on sales techniques, procedures, and standards that will help them achieve their sales targets.
  • You will be responsible to deliver key sales and Commercial targets for your dedicated territory as determined by the Country financial plan.
  • You are an important day-to-day face of Bacardi towards the customers in your dedicated territory and will act as the key contact for customers in that territory, driving new business and maintaining sustainable relationships.
  • You will guide & execute customer and shopper programs agreed in the Country Integrated Activity Plan (IAP).
  • You will be accountable for optimizing the return on Investment across your territory
  • Manage the day-to-day activities of a state sales force in order to implement the organisation’s overall sales strategy for an assigned region
  • This role is varied and a large percentage of your time will be spent interacting with the local customers. As a result, you can expect to be travelling extensively within your territory in order to stay connected to all customers

   

  KEY ACCOUNTABILITIES AND RESPONSIBILITIES:

  Deliver results and excellence in execution

• Deliver on key financial targets (NSV, Gross Margin, Overheads, Profitability, ROI, Value Share)

• Deliver on Pictures of Success targets, complete survey and work in partnership with customers / distributor to deliver excellence in execution

• Develop and manage the sales plan for your territory based on delivery of Commercial priorities and the Country Integrated Activity Plan (IAP)

• Manage territory / channel / account performance on a monthly/quarterly basis, working with customers / distributor to ensure delivery of forecast and budget (volume / value / execution) in line with Bacardi Scorecard

• Deliver impact from customer and purchaser programs agreed in the Country IAP against KPIs and territory targets

• Act as the leading customer contact, building effective long-term relationships with customers / distributor

• Provide input to the Area Field Sales Managers on key channel, customer and competitive activity

• Communicate effectively with customers to seek inputs for product and service improvement and resolve day-to-day operational questions/issues

• Manage price plans, discount plans and budgets

  Develop talent and capability

• Implement standardized Commercial best practices

• Have a thorough knowledge of Bacardi history and culture

• Connect resources and capabilities (e.g. Revenue Growth Management (RGM), Point of Sale (POS), research, selling support materials) to support local business objectives

  Innovation: Identify, develop, and make improvements to new ideas, techniques, procedures, services, or products (Check one)

  Follow - no changes to original ___Check - make minor changes ___Modify - adapt or enhance quality or value

  ___Improve - change significantly ___Create/Conceptualize

   

  MEASURES OF SUCCESS

  Performance: Achieve financial targets(revenue, profitability) vs. budget; Achieve “Pictures of Success” targets

  Value share: Drive value share growth of key Bacardi brands

  Commercial scorecard: Achieve goals defined in Commercial Scorecard and Country Capability Action Plan

  Customer: Achieve target customer satisfaction measures
  Enagement: Support delivery of engagement and enablement activities in order to deliver sustained improvement as measured through the Emplyee Engagement Survey (EES)

  BACARDI CONNECTIONS

  REPORTING LINES

  Reports To (solid line): General Manager-Sales (Neighboring Countries)

  Matrix Reporting To (dotted line): None

  Leadership Responsibilities: None

  Number Supervised: None

   

  KEY RELATIONSHIPS AND INTERDEPENDENCIES

  Internally:

  · Convey information to: None

  · Adapt and Exchange (reach agreement with): Country/ Hub HR; Country/Hub Finance; Country/Hub Legal; Country Customer Marketing teams, Sales Analysts

  • Influence (affect change): None
  • Negotiate with: None

  Externally:

  • Convey information to: None
  • Adapt and Exchange (reach agreement with): None
  • Influence (affect change): None
  • Negotiate with: Customers

   

  CRITICAL EXPERIENCES FOR SUCCESS

  To be successful in this role you will have/be:

  · Well-developed written and verbal communication, presentation

  · Effective use of networking and strong interpersonal skills

  · Confident presence and in person professional appearance

  · Demonstrable track record of performance and delivery

  · Excellent computer skills

  · Fluency in country’s most spoken languages

   

  The following experiences are preferred:

  · Experience in Sales roles

  · Experience in the Spirits and/or Beverage Industry is a distinct advantage

  · Proficiency in English & local language skills

   

  LEADERSHIP EXCELLENCE Living our Values and demonstrating high Learning Agility will be fundamental not only for success in this role, but also for potential growth to other roles across Bacardi in the future. We have a clearly defined Leadership Excellence framework, and you will be expected, as a member of the Bacardi team, to develop towards all 6 elements: Focus Externally to Win / Drive Execution & Results / Lead Strategically & Know your Business / Make the Matrix Work / Lead by Example / Develop and Inspire Talent

Apply Instructions

For Detail and to Apply : https://www.linkedin.com/jobs/view/272660109/?refId=835730041489725182857&trk=d_flagship3_search_srp_jobs

This Job is expired. The Company is no longer accepting applications for this position.