Modern Trade Sales Manager

7 months ago

Riyadh, Saudi Arabia Talent Pal Full time

**Location**: Saudi Arabia, Riyadh

**Summary**:
Focuses on achieving market financial goals which includes but is not limited to: revenue in terms of net sales, gross profit, category/market share (where applicable) and operating income by developing and executing business plans, working closely with Marketing, Finance and Supply Chain and ensuring effective coverage and distribution of sales territories and execution of agreed marketing strategies. Where applicable, this role is responsible for achieving channel and customer profitability as well as market share goals vis a vis identified customers or channels. The delivery of the country/region topline and bottom-line. Within the function - the role delivers on controlling of sales expenses and controllable portions of the SG&A line. The role also coordinates and delivers on achieving the optimal supply chain platform for his or her market/s.
- The role requires developing and implementing an effective and coordinated marketing and sales plan in support of organizational and regional/ business unit strategies (i.e. multiple markets as applicable) and other globally or regionally driven efforts (e.g. Traditional Trade). The role is also a customer facing role representing the corporation with recognized customers and/or relevant organizations, partners, and suppliers within the market/s.
- The role is to build and accelerate the Hershey company brands performance across all Modern Trade channels in Central and Eastern regions in KSA.
- The role is ultimately responsible for the development and training of his team and key distributor personnel for markets under his or her business unit. He or she must be abreast of current trade trends, market conditions and marketing, finance, supply chain and sales enablers through continued education and training.

The sales manager role is expected to leverage and grow partnerships with key customers for the regions under the business unit. He or she is the main liaison with the Marketing, Finance and Supply Chain regional or sub-regional support teams.

**Major Duties and Responsibilities**:
**OPERATIONS**
- Oversees the delivery of the sales goals through the distributor team with well-defined Key Performance Indicators (KPIs).
- The KPIs reflect and shows sales strategies being executed as planned across the market. KPIs includes but is not limited to: gross invoice sales, in-country sales, speed to shelf, distributor and trade inventory and meeting retail driver standards. The role owns the delivery of the sales KPIs.

**MARKET STRATEGIES**
- Defines and grows the business through effective customer marketing and sales organization, channel and key customer strategies at trade level for specific regions and or channels under the business unit.

**MARKETING, FINANCE**
- Delivers the agreed market strategies in-store or channels.
- The role articulates and delivers to his or her marketing partners ideas, positions, and insights that will deliver the right positioning, price, product, promotion, and place for markets under the business unit.
- The role is a key participant in the development of marketing plans and strategies, and owns the delivery of marketing ambitions in channels, customers and categories.

**DISTRIBUTOR PEOPLE MANAGEMENT**
- Delivers & engages with Distributor the agreed organizational and talent development strategies in his or her markets.
- He or she is responsible for the appropriate sales organizational design.

**Competencies**:
**_Strategic Agility_**

Thinks strategically by clearly anticipating future trends, challenges, and consequences, creating breakthrough strategies and plans to achieve a competitive advantage, and proactively adjusting strategies and plans in order to sustain a competitive advantage.

**_Business Acumen_**

Understands how businesses work including how strategies and tactics work in the marketplace. Maintains working knowledge of competitors as well as current and possible future policies, practices, trends and information affecting his/ her business and organization.

**_Drive for Results_**

Pushes self and others to exceed goals and achieve breakthrough results. Recognizes the key actions necessary to achieve results; establishes and communicates the priorities to others; and, maintains own and others focus on achieving the important goals. Demonstrates persistence in overcoming roadblocks to achieving results and encourages others to do the same

**_Problem Solving and Decision Making_**

Uses a systematic process to solve difficult problems including gathering and examining information from a variety of sources; identifying the root cause of problems; drawing appropriate conclusions; generating viable solutions; and, weighing the pros and cons to arrive at a final decision. Makes decision in a timely manner, sometimes with incomplete information and under tight deadlines and pressure.

**_Team Leadership_**

Motivates direct reports and team or project members

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