Regional Sales Manager - HORECA Sales - Bakery Ingredients

Description:

Responsibilities:

Regional Sales Strategy and Planning:

- Develop and implement comprehensive regional sales strategies and business plans to achieve company objectives, with a focus on long-term growth.

- Set ambitious sales targets and KPIs for the region, aligned with overall company goals.

- Analyze market trends, competitive activities, and regional performance to identify opportunities and challenges.

- Prepare accurate sales forecasts, budgets, and reports for the region, providing regular updates to senior management.

Sales Team Leadership and Management:

- Recruit, train, mentor, and manage Area Sales Managers (ASMs) within the region.

- Provide strategic guidance, coaching, and support to ASMs to enhance their leadership and sales effectiveness.

- Foster a high-performance culture within the regional sales team, promoting collaboration, accountability, and continuous improvement.

- Conduct regular performance reviews and implement development plans for ASMs.

Distribution Network Optimization:

- Evaluate and optimize the distribution network across the region to ensure efficient product availability and market coverage.

- Identify and appoint new distributors or restructure existing networks to maximize sales and market penetration.

- Negotiate and manage agreements with key regional distributors, ensuring alignment with company policies and objectives.

- Monitor distributor performance, analyze sales data, and implement corrective actions to improve efficiency and effectiveness.

Key Account Management:

- Identify, develop, and maintain relationships with key regional accounts, including large retailers, wholesalers, and food service providers.

- Negotiate and manage regional agreements with key accounts to maximize sales, profitability, and long-term partnerships.

- Ensure high levels of customer satisfaction and address any complex issues or concerns promptly and effectively.

- Focus on selling solutions to meet customer needs and build long-term value.

- Develop strategies to create rapport with key stakeholders within customer organizations.

New Business Development and Market Expansion:

- Identify and explore new business opportunities within the region to expand the customer base and increase sales.

- Develop and implement strategies for new market entry and product launches within the region.

- Analyze market potential and identify growth areas for company products.

- Drive expansion to smaller and rural towns to increase market penetration.

- Develop plans to update and grow sales in alternate channels such as QSR (Quick Service Restaurants), home bakeries, cloud kitchens, etc.

Brand Management and Marketing Alignment:

- Ensure effective execution of brand promotion activities and marketing initiatives across the region.

- Collaborate with the marketing team to develop and implement regional marketing campaigns and trade promotions.

- Monitor brand performance and provide feedback to the marketing team on regional market trends and customer preferences.

Product Management and Pricing:

- Provide input on product development and ensure successful implementation of new product launches in the region.

- Develop and manage regional pricing strategies to optimize profitability and competitiveness.

- Be seen as a regional Subject Matter Expert (SME) on company product knowledge, Unique Selling Propositions (USPs), and Sales & Distribution (S&D) strategies.

Compliance and Ethical Practices:

- Ensure adherence to company policies, procedures, and ethical practices across the region.

- Monitor and ensure proper administration of claim processing, discount policies, and other sales-related processes.

- Promote a culture of integrity and compliance within the regional sales team.

Market Intelligence and Reporting:

- Gather and analyze market intelligence, including competitor activities, customer feedback, and industry trends.

- Provide regular reports to senior management on regional sales performance, market conditions, and key business insights.

- Be abreast of industry developments and adapt sales strategies accordingly