Local Sales Director

Overview of the role: The role is responsible for leading the effective execution of a comprehensive commercial strategy that drives sustainable sales growth and revenue expansion within the assigned country or channel, ensuring alignment with overall corporate objectives. This involves collaborating with the leadership and cross-functional teams to define the commercial strategy, leading the creation of strategic sales plans at both account and territory level, and spearheading sales operations. The role entails equipping sales teams with the necessary resources, and leading risk management strategies. Establish KPIs and metrics to evaluate commercial strategy effectiveness and sales team performance, stay ahead of market trends, and discuss threats and opportunities for growth with the leadership.

MAIN RESPONSIBILITIES

1. Collaborates with Commercial Strategy and Business Development and cross-functional teams (e.g., Marketing, Logistics, Finance) to define a commercial strategy to increase sales in the assigned country or channel;
2. Oversees and leads the creation of strategic sales plans at both account and territory levels to effectively achieve established sales goals, assessing potential sales targets, providing prioritization of key clients, leading the creation of strategic account-specific sales plans and offerings, and defining clear and achievable targets;
3. Spearheads and guides sales operations for the designated country or channel, playing a pivotal role in overseeing and managing key accounts and partnerships;
4. Oversees and leads the definition of key requirements and capabilities needed to support the execution of the commercial strategy for the country or channel of responsibility, including sales force's knowledge, tools, and incentives, ensuring sales teams are well-equipped to achieve sales goals;
5. Collaborates with Commercial Strategy and Business Development leadership for defining the sales budget for the country or channel of responsibility, and effectively allocates resources to reach defined targets;
6. Oversees and leads risk management strategies related to commercial strategies and business development initiatives for the country or channel of responsibility;
7. Establishes KPIs and metrics to evaluate commercial strategy effectiveness and sales team performance in the assigned country or channel, identifying areas of improvement and providing reports with key recommendations to Commercial Strategy and Business Development leadership;
8. Drives continuous improvement, staying ahead of market trends and identifying opportunities for growth, providing relevant updates to Commercial Strategy and Business Development leadership for effectively adapting commercial strategies and evaluating business development opportunities.

GENERAL SKILLS

• Communication & Impact
• Problem Solving & Decision Making
• Leading People
• Planning & Managing Priorities
• Customer Orientation

TECHNICAL COMPETENCIES

• Sales & Commercial Strategy - Full Knowledge & Application
• Sales Analysis & Forecasting - Foundational Knowledge
• Demand Planning - Foundational Knowledge
• Commercial Planning & Budgeting - Full Knowledge & Application
• Prospect Development & Qualification - Intermediate Knowledge & Application
• Fostering Client Relationship - Intermediate Knowledge & Application
• Contract Management - Foundational Knowledge
• Sales Training & Coaching - Foundational Knowledge
• Category Management - Foundational Knowledge
• Shopper Marketing - Foundational Knowledge
• Merchandising - Foundational Knowledge

BUDGET / PEOPLE RESPONSIBILITIES

• BUDGET RESPONSIBILITY
• PEOPLE RESPONSIBILITY

Job Segment: Business Development, Sales Management, Sales Operations, Supply Chain, Demand Planner, Sales, Operations