Regional
Sales Manager Dublin Area Main Purpose:
Reporting to the PRL Account Manager, the Regional Manager will provide leadership and management to the Field Sales Team in their region to ensure achievement of set targets and objectives.
To develop and manage a team of Sales Merchandisers (SMs) who will execute the brand plans for all accountable Brands at point of purchase in Impulse & Grocery Group outlets.
Key Responsibilities & Accountabilities:
The effective direction, control, training and motivation of Business Development Representatives in order to achieve the agreed Sales Strategy across all specified channels and categories.
This Sales Strategy will be reflected in the quality of execution, which will incorporate very clear display drivers (KPIs) and leading-edge measurements.
The KPIs will focus on sales, distribution, Planograms Compliance, reporting, promotion Compliance and call coverage and will be strategically and specifically targeted down both theDrink Now and Drink Later & Beam portfolio categories.
Ensure that these KPIs are monitored and fed back on a periodical basis.
Ensure that each SM in their region has a crystal-clear vision of each of the KPIs by category for his/her individual store as well as being provided with the tools to achieve this vision.
Ensure that each SM is fully equipped and motivated to constantly strive to transform their stores to world class standards across every category based on and measured against these KPIs.
Regional Manager KPIs are based on call accompaniment, auditing, planning, SM development, achievement of team sales targets, call coverage and reporting to Operational Team.
Review the Journey Plan on an ongoing basis to ensure efficient, effective, and comprehensive coverage of the territory.
Accountability/ Measurement:
Ensure that the SM achieves the specified call coverage based on the agreed Journey plan every period.
Ensure that the agreed KPIs are being targeted and measured as per the client Sales strategy.
He/she must ensure that appropriate feedback is made on a regular basis to the relevant personnel to underpin continued progress towards the agreed plan.
Ensure the appropriate levels of field audits are carried out against reported performance by the team, and areas of opportunity are fed back on a periodic basis.
Weekly meetings with Account Manager in respect of team performance, competitive activity, trade trends, etc.
Analyse data and use to control, motivate, and target areas to achieve Volume, Space, Distribution and Call coverage targets.
Training/Coaching:
Develop and maintain consistent performance within his/her teams by achieving period strategic targets, though ongoing field training, communication, motivation and quarterly assessments.
Develop and maintain consistent behavior's and performance within your team through ongoing field training, communication, motivation and periodic (Half yearly) assessment.
Carry out Periodic Meetings with the team and present on upcoming activity, current performance, competitive activity, trade trends, etc.
Planning and conducting group-training programmes for SMs, on the basis of identified needs.
Recruitment and induction training and termination of SM as required.
Communication Ensure that He/she in the absence of the SMs will be the first point of contact in relation to any day-to-day query that needs to be resolved.
He/she needs to be able to respond quickly to any trade enquiries/requests that cannot be actioned by the SM.
Liaising with specified client personnel on day-to-day operational matters including attendance/participation in territory meetings.
Planning and conducting team meetings each month.
Authority & Accountability:
Operations: It involves planning ones own work and field team.
Fiscal resources:
No fiscal responsibility.
Human Resources:
It involves directing a diverse group in a dynamic environment with specified KPIs.
Job Requirements:
FMCG Industry experience with 3+ years experience in the management of field sales teams dealing with both multiples and impulse grocery retail accounts.
A desire to achieve excellence in execution and a drive to instill these high standards in others.
Accountability for the performance of their team and an ability to be creative in dealing with problem areas.
A strategic thinker who has the ability to continually improve ways of working.
A strong communicator with well-developed interpersonal skills to be able to manage both internal and external relationships An ability to lead, motivate and influence.
A proactive manager who operates with planned long-term solutions and strategies IT literate with strong analytical, organisational and strategic skills High degrees of competency in excel and Power
Point Package:
€45K - €505 ( DOE ) 10% KPI based on team performance Vehicle provided Fuel Card provided Laptop provided Phone provided Expenses receipted Skills: Regional Sales Management Sales Strategy Territory management Team Management FMCG Drinks industry experience