Monday, March 14, 2016

Pull Area Sales Manager - Food solutions-Unilever


Critical Success Factor of the Job:


 


Key Standards of Leadership


  • External orientation

  • Real accountability

  • Team alignment

Key Skills


  • Implementing Customer Channel Business Plan

  • Customer Mgmt and Selling Essentials

  • Developing Customer Relationships

Relevant Experience


Will have successfully delivered in sales reps roles or other relevant CD roles, ideally across push and pull 




Business Context and main Challenges of the Job:


  • To manage a number of Pull Sales reps covering a specific geographical region.

  • To deliver, quarterly and annual GGG KPI’s and sale targets for his/her assigned region. This will be achieved through effective coaching, management and leadership of the responsible pull sales reps

Key responsibilities:


  • Manage, develop, coach & motivate the team of “Pull” sales reps to deliver sales targets

  • Is responsible for co-ordination and evaluating performance of pull sales reps v GGG KPI’s

  • Identify and Implement appropriate training program for individual pull reps. Ensure right balance between pace of pull sales rep career development and actual level of experience

  • Is responsible for monitoring and processing data regarding pull sales activity and feedback about the local market (competition, prices)

  • Is personally involved in the partnerships with Distributors/Wholesalers, agreeing and implementing plans with them in coordination with our “Push” people  to get the maximum of the Distributive sales rep, Telebusiness or initiatives from the trade partners

  • Is responsible for maximizing opportunities via secondary sales data by specifically targeting individual accounts or pull reps with highly focused objectives.

  • Co-operation with the chef team to prepare the activities for selected customers

  • Feedback specific channel insights to local channel Marketing

  • Responsible for Adhoc project as directed by Pull Sales leader

  • Communicate regularly with relevant colleagues in Push, Chefs, Chains, & Marketing and support channel activation as required 



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