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Sales Executive
hace 3 meses
**Job Title**:Territory Account Executive - Supermarkets / Food Sector
**Division**:Food Division - EMEA
**Location**:Spain
**Department**:Sales
**Reporting to **:EMEA Regional Sales Director
**Territory Account Executive - Spain - Supermarkets & Out Of Home (OOH)**
**INDUK**
As a Territory Account Executive for a Global Certification Body, you will be responsible for developing a sales pipeline and generation of sales revenue from all the organisations service lines within the Supermarket and Out of Home sectors. The primary focus is the marketplace within Spain, with targeted activity across supermarkets, convenience store operators, franchise fascia’s, restaurants, and QSR.
**Essential: Experience selling Food Certification Services - IFS, BRC, SQF, ISO 22000, FSSC 22000 etc.**
The Supermarket & OOH sectors are critical to the plans in 2024, and you will be supporting this activity with in-country sales & marketing colleagues and developing business plans to significantly grow our revenue with supermarkets and their suppliers.
Spain is a strategically important territory for this organization, and we have extensive supply chain services and clients to be leveraged, along with market intelligence, decision maker mapping, active prospecting, and high-profile opportunity identified.
Our requirement is to convert this opportunity into closed won sales in FY24/25, and to grow market awareness of this organisations service lines and solutions across these channels, with achievement of budgeted sales revenue, gross margin & contribution.
**Accountabilities and Responsibilities**:
1. Responsible for winning/developing/growing targeted Supermarket & OOH customers to key account level.
2. Prospecting, creating, managing, and maintaining a pipeline while ensuring all sales administration is current using Sales Force CRM software
3. Sales development and execution of accounts identified as strategic customers based on volume/value potential or strategic expansion of existing retail accounts.
4. Developing first to market opportunity for the organisation, as well as market intelligence in terms of TIC sector retail mandates and emerging regulatory and code of practice requirements.
5. Responsible for YOY sales growth targets by territory, by business unit, and service line.
6. Build strong partnerships with marketing, operations, and business unit resources.
8. Develops sales plans and forecasts for the territory, analysing the sector and segment needs and expectations, identifying the DMU (Decision Making Unit) and partnering with marketing on building/executing a strategy designed specifically for the Supermarket & OOH sectors.
9. Lead and manage operating discipline with forecasting ensuring a + or - deviation of 5% on a quarterly basis
11. Drive efficiency and accuracy in all sales planning activities with other functions and stakeholders within the company
12. Working closely with Sales Ops & constantly track sales pipeline development and the speed which opportunities are moved from leads to closed won/lost status.
13. Direct and support the consistent implementation of company initiatives to drive sales team effectiveness.
**Additional**:
- Manage all pricing & gross margins within budgeted levels & BU pricing procedures.
- Ensure you operate in a safe manner in line with legislation, work health and safety requirements including company policies and procedures.
- Support the appropriate development and implementation of IT solutions to deliver competitive advantage.
- Ensure full compliance with all relevant policies & procedures.
- Operate within company authorization levels, personnel policies, health & safety procedures, and all relevant standards of compliance.
- Support preparation for forecasts and annual budget, to gain approval from the Regional Director as required
- In conjunction with the Finance Team ensure all debtors are managed within agreed terms and credit limits.
**Qualifications needed**:
Specification
**Essential**
**Desirable**
**Qualifications**
- Higher education
- Professional
- Others
Bachelor’s Degree or equivalent in business studies /management, economics, food science, or relevant experience appropriate to the role
Qualifications in recognised sales techniques & training
A qualification or experience in food safety & supply chain standards
**Experience**
- Type of work
- Type of organization
- Breadth of Experience
Successful and sustained track record (demonstrable over a sustained period 5-10 years) in a results-driven strategic sales leadership role within the Commercial/Sales functions in the TIC sector
Demonstrable experience in planning, prospecting, and winning large scale supermarket & OOH sector business within the food industry - ideally within the TIC sector
Working knowledge of food sector standards i.e., GFSI, FSSC, IFS & Global Gap, etc. and their relevance to supermarket & OOH compliance needs
Previous experience in food safety
