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European Segment Director Qsr
hace 4 meses
We blend care and creativity to nourish the world.
Griffith Foods is global product development partner, we specialize in high-quality food ingredients. We serve global food companies and regional food companies worldwide.
Summary
As a European Segment Lead, you will lead the QSR commercial team and develop and execute strategic plans and activities aligned with Griffith Foods’ purpose-driven Strategy and Long-Term and Operating Plan goals to drive global business growth.
You will be responsible for the definition and implementation of the segment “where to play” strategy based on the market categories strategies developed by marketing, with a primary focus on driving and activating sales plans within selected Global and European accounts. Additionally, managing own account(s) will be expected.
You will be driving current business as well as creating future success by bringing innovations to our selected customers. You will be instrumental in developing sales competency and sharing best practices between regions and teams.
Essential Duties
- Define and execute the segment strategy for the QSR segment.
- Lead the QSR Commercial team (Sales & Customer Care)
- Build, structure, develop, and manage the overall European Key. Account sales team.
- Using the “best-fit model”, identify and build the Strategic Partner accounts across Europe.
- Be a steward of the Griffith Purpose and Values in all external and internal actions and activities aligned with the business.
- Lead the development and execution of strategic customer business (Account) plans to drive QSR segment growth and profitability.
- Achieve planned revenue, operating profit, working capital and related objectives.
- Ability to plan and manage at the strategic and tactical levels.
- Leads and aligns with the regional management team to communicate strategy, forecast and margin improvement, resource needs, and client communication.
- Using Sales tools (CRM), manage the sales process, which includes overall sales financial management, Sales training, Account plan development/execution, segment performance measurement and management.
- Develop and maintain global solid account customer relationships by being involved through top-level contact with current and potential new customers.
- Support in the organisation and strategic management of solutions aligned with complex sales presentations, proposals, RFPs, contracts and negotiations.
- Ensure internal alignment within Europe on the Segment Sales strategy. Ensure execution by securing required resources and focus and by providing guidance and training to the internal commercial teams needed to achieve the objectives set forward.
- Create current and future business success focused on:
- Business performance, measured in top-line Gross Sales, Volume, CMand GM
- Future business performance can be assessed by monitoring the relevant CRM pipeline. Actively identify and address risks and opportunities vs the sales objectives.
- Optimise customer/product portfolio based on the recommendation of Product Management & Commercial Insights, delivering specific targets on Retention, Penetration, Acquisition and Innovation as defined within segment strategies.
- Driving the execution and commercialisation of new value propositions and innovations. Act as co-owner of innovation projects and commercially responsible for the successful launch of Innovation projects in the segment
- Troubleshooting and identifying execution & competency gaps and, developing Value-based selling tools and competencies within the sales organisation, sharing best practices and growing the commercial sales capability within the segment.
- Liaison and coordination with the Global Segment Leaders and active participation in Global segment initiatives
- Evaluate product and service marketability in terms of customers’ needs.
- Monitor and evaluate the activities and products of the competition.
- Manages administrative/operational effectiveness functions, including S&OP, information requests, regulatory requests, legal requests, BORs, competitive intelligence, results tracking and analysis, pipeline management and sales reports.
**Requirements**:
- Master’s degree, preferably in a commercial or marketing discipline.
- Typically, this position would require a minimum of 10 years’ experience in a similar sales role.
- In-depth knowledge of the food industry, the segment and the market characteristics and trends
- Fluency in English. Additional EU languages would be valuable.
- A proactive mindset. You can work independently and as a part of a team.
- Strong verbal and written communication skills.
- Excellent analytical, interpersonal and organisational skills.
- Computer skills: Microsoft Office, CRM, ERP system.
- Strong commercial acumen, ability to successfully negotiate and influence without authority.
- Highly organised with the ability to effectively manage time and workload.
- Passion for food with no protein-related
