Sales Director Distribution
hace 4 semanas
Barry Callebaut Ibérica is looking for a Distribution & Artisans Sales Director
Reporting to Cluster Managing Director, the D&A Sales director is responsible for the Distribution & Artisan customer types. Responsible for the
execution of the Gourmet Distribution sales strategy. Delivery of the business performance indicators: volume, margin and control over the D&A budget. Leading a dislocated sales team of account managers and technical sales.
KEY RESPONSABILITIES
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To realize a set of agreed budgeted volume and profit objectives on a yearly basis.
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Accountable for the business performance of Distributors and Artisan
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To define and execute the distribution Push & Pull strategy: Optimize distribution platform (segment and create specific value proposition for
every distributor type), product category action plan, Segment penetration, Portfolio management
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Create an annual sales plan and co-create the activation plan. Ability to foresee demand needs and communicate upfront to the demand
planning team to deliver accurate business forecast to guarantee perfect service.
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To remain fully aware of the market environment: competition, market trends, consumer trends and any relevant change in the market.
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To provide ongoing analysis of performance against budgeted objectives. Anticipate risks and create contingency plans
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Collaborate with Global and European D&A community to implement best practices and apply general business strategy
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Direct and Indirect management responsibility sales team via PM, Sales meeting and Review procedures
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Ensuring Utilization of resource within key KPI and Budgets and optimization of Commercial Benefits
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Collaborate with key stakeholders as Trade Marketing, Academy, R&D, and the rest of cross functional team
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Ensuring link to other aspects of business. Represent GM in the local leadership team
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Manage and grow the talent available in the team. Securing a sustainable growth of future leaders
REQUIRED ACADEMIC & TECHNICAL QUALIFICATIONS
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Degree in business administration or Food Engineering
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Proven track record in commercial roles in distribution environments.
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10+ of experience in Sales in the B2B food business
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Knowledge of the specific ingredient distribution environment
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Strong Segment insight (market, consumer, customer, retail) is a must.
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Excellent Spanish and fluent in english
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Leadership and communication skills
ADDITIONAL CONSIDERATOINS
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Travel across the country, 50% of the time
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Based in Barcelona, Madrid or other city with international airport
ESSENTIAL EXPERIENCE & KNOELEDGE
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Experience in creating mid and long term business growth strategies based on market insight
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Deep knowledge of the B2B food industry, desired experience in the Gourmet channels.
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Proven track record of delivering tangible results, engaging cross functional teams
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Experience in leading teams and bring them to next functional level
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Ability to convince stakeholders engaging cross functional teams
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Expertise into products and applications in the priority segments
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Understanding of the full manufacturing chain of the products
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Technical background in food is a nice to have
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Understands of operational challenges of the target customer
TECHNICAL COMPETENCIES
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Strong business acumen
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Extensive leadership experience
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Translating market and consumer insights into appealing concepts and actionable plans
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Analytical skills
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Communication skills
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Creativity and passion for food
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Personal usage and experience in leveraging CRM tools / salesforce.com
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