This role is responsible for setting and implements strategies and actions for his region and reporting sales force (Sales Supervisors, Sales Rep, Deliveries, Unit managers) by planning organization and control to achieve In-
Market Sales revenue and distribution targets by sub-region & channels. The regional BDM key responsability is to develop relationships with key customers (Wholesalers) and ensure operation efficiencies and trade plan execution.
He is the face of Mondelez with the distributors and responsible to manage his operation cost to serve within the annual agreed budget. Main responsibilities :
Planning & Setting targets per team (sub-channels & sub-regions)
Manage In-Market Sales in and distribution for each category & brand.
Ensure the achievement of the revenue target for each sub-channels & sub-regions for each category.
Split the sales targets by brand and by SKU for each team.
Work with direct reports to develop strategies and to address key business issues such as competitive threats, customer needs, market share, etc.
Work with management to develop and execute annual business plan including distributor’s assessment and sales opportunities.
Work closely with commercial community and IBP teams to ensure right programs are in place to achieve sales goals
Monitor sales KPI per sales teams and per region in line with annual operating plan by category & sub-channel.
Secure the right availability per sku vs. sub-channel MSL and agreed safety stock
Design RTM strategies and needed organizational structure changes to achieve numerical and weighted targets
Develop across channel pricing strategy between wholesale
Coordinate and communicate all competitive activity to include competitive pricing, promotion, new items, special packs and trade marketing activities.
Competitive Product Sampling / Analysis
Provide the company as needed with appropriate input, e.g., sales forecast, volume trend, product quality problem, market conditions, distribution issues, competitive threats, etc.
Degree from Top University in Business.
Mininimum of 8 to 10 years experience in field sales in FMCG companies managing 1 or more regions ideally combining both experience in traditional and modern trade
Fluency in English , Arabic & French.
Proficiency in MS office.
Experience of working in a multicultural teams and environment.
Team Player; ability to support and lead to achieve common goals.
Strong Communication and Presentation skills. Negotiation Skills, Financial background (PNL, Cashflow), offering innovative and practical solutions in dynamic environment.