Position Purpose & Summary
The Sales Manager Gourmet and Distribution is working closely with distributors, end-customers and other partners to develop and grow our gourmet business in Southern Europe. The incumbent will build and develop the relationship with distributors and support them in promoting our Gourmet portfolio to Artisans, like Chocolatiers, Patissiers, Chefs and other Chocolate professionals as well selected industrial customers that need chocolate specialties. The gourmet portfolio consists of different chocolate products like couverture, specialties inclusions and decorations. In selected countries the Sales manager will initiate our Gourmet activities, by selecting and activating distributors and launch our portfolio in that market towards the end-users. Commercial accountability includes reaching margin & volume targets and establishing growth through the right choice of distributor, portfolio and marketing tools for each geography. Furthermore, accountability involves working together with marketing, product line management and other gourmet & distribution colleagues in order to increase our presence in the market. Sales execution starts at presales phase and ends with payment of the invoice.
Minimum Required Qualifications
- University Graduate / Bachelor’s degree
- Minimum of 5 years with Food or ideally Gourmet/Food Service sales background
- Active in Food / Gourmet, preferably connected to Artisans/Professionals/Chefs
- Excellent knowledge of English, Spanish or Italian
- Sales of branded products with support of marketing tools.
- Entrepreneurial
- Strong negotiation skills
- Knowledge on food and food preparation
Preferred Qualifications
- Knowledge on food and food preparation
Principal Accountabilities
30% Delivering on commercial growth targets
- Generate sales as per budget
- Achieve margin and sales/volume targets by positioning product and services well, supported by marketing tools
25% Develop distribution network
- Select & activate our distributors for promoting and delivering our chocolate portfolio to professionals
- Develop and execute a specific market & marketing plan to create customer demand in close cooperation with each distributor
20% Create and deliver market and customer insights
- Integrate insight in visit reports, customer account plan and feed commercial organization with relevant information.
- Provide insights through our CRM tools and direct interaction with Marketing, Product Development and back office teams
15% Sales execution and contract excellence
- Accountable for managing all steps in sales effectiveness process. Starting with presales discussion on terms & conditions, negotiate and conclude a sale, until execution and payment of the order. Appropriately involve Backoffice, other support functions during the process.
- Manage credit and counterparty risk management.
10% OTHER – Sales meetings, projects and any other duties as assigned
— Unposting Date Jun 14, 2020, 10:59:00 PM
— Open to Candidates: In the country of posted position
