Develops and implements agreed annual business plans for Tier 1 customers ( external)
Deliver sales volume & net sales objectives for each customer.
Space / visibility within designated accounts of Hill’s existing products.
Rapid acceptance and distribution of new products & increased distribution on existing products
Work with customer and commercial team to deliver JPB category initiatives.
Develop business plans to align with Pet Doctors, Care Vets, PetStock, Pet.co.nz, Pet Centre.
Leverage business analytics to improve fact based discussions. ( ROI)
Develops and implements agreed promotion plans which respond competitively to the needs of the customer and which are consistent with overall sales and marketing plans.
Monitors competitor activity in each account. Action appropriate response, formulate and implement where necessary, and that all relevant competitor information is disseminated
Monitors the achievement of sales objectives with each major account and identifies and proposes plans for exploiting business development activities and implements plans for remedial action where necessary.
Maintains close contact with the key decision makers in each account to allow the development and maintenance of excellent relationships between the Company and customers.
Drives integrated commercial planning for customer development team. ( internal)
Brief all functions involved in the delivery of agreed customer support of business development activities in an accurate and timely manner.
Work closely with marketing to deliver & execute category projects
Work with team to prepare commercial plans and ROI.
Allocate commercial investment for customers into 6P activities aligned with the RE / Brand strategies.
Improve forecasting using CBP in collaboration with CS&L
Spend time in-field with Territory Managers, providing coaching & feedback.
Develop direct report(s) through PM&D process to ensure appropriate skill development and career progression
Education / Experience Requirements
Basic qualifications include : Tertiary qualified
Preferred qualifications include : Business or Industry related.
Expected Areas of Skills
Sales experience in an FMCG or nutrition company and sales management experience desirable
Strong strategic vision and thinking skills
Ability to work in a team environment, collaborating with others to meet customer needs while achieving Hill’s goals
Internal Stakeholders :
Customer Service & Logistics Manager
Field Sales Manager
Expected percentage of travel : Up to 25%