Senior Sales Manager

Position Purpose

The Senior Sales Manager is responsible for managing all sales activities in a designated area. He/she develops and executes the sales strategy in order to grow the business both at our current customers as at new accounts by implementing the Value Drivers (pricing-rotation-distribution). He/she is expert in route-to-market analysis and coaches/supports team members.

Education/Experience Requirements

• Masters Degree
• +10 years of commercial experience in FMCG in international/cross-cultural environment
• Experience in customer relationship management
• Experience in setting up and building business
• Experience in branded beverage/beer market is preferable
• Experience in guiding/coaching people
• Proficient in English, other relevant languages are preferable

Competencies

General competencies

• Analytical decision making
• Consumer/Customer/Shopper focused
• Results oriented
• Relationship building

Functional competencies

• Competitive intelligence
• Business Acumen
• Sales ability/persuasiveness
• Route to Market

Key Activities

• Create and execute business plans pro-actively in line with the commercial strategy to expand UDBs customer base
• Establish business partner relationship with distributors/customers by creating win-win situations; achieving the commercial goals and being a reliable partner
• Focused on new business opportunities, analyzing risks and define success factors by actively gathering market intelligence and business insights together with Trade Marketing
• Delivers detailed approach on opportunity management and solutions for business issues
• Manage customer portfolio; negotiate commercial terms & conditions; manage customers orders internally in cooperation with Operations department
• Reports and presents accurate sales, revenue, expenses and forecast data
• Act as route-to-market expert and is able to develop and support team members with in-depth knowledge

Principal Accountabilities

• MACO (Margin Contribution)
• Account Profitability
• Volume
• Value Drivers execution

On top of the general profile

• Hunter sales profile
• China experience; worked with distributors in China
• Able to create strategic/conceptual business plans
• Able to execute strategic plans into actions and deals
• A strong will to win
• Mandarin language is a plus