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Job DescriptionIn line with the Long term strategy established by the company, to develop and implement the Spanish commercial strategy and lead the sales team to deliver the business and financial objectives for Spain and contribute to the achievement of the Business Area South performance. Lead and develop an industry-leading sales team that develops strong business relationships with customers, while operating in a safe and compliant way. To be responsible, as part of the management team, for the development and implementation of strategic roadmaps for Spain. Reporting to the CEO of Iberia:Contribute to and be responsible for Spain & Portugal Roadmap and its implementation for the Group brand in Spain and Portugal.
Develop and implement the Spain & Portugal commercial strategy across the wholesale business - from go to market strategy to push and targeted pull strategy, distribution platform, portfolio positioning, commercial policy definition, negotiations with key accounts, demand creation activities etc. The final goal being to deliver the financial and business objectives (revenues, profit and market share). Prepare sales budgets and forecasts (volumes, prices, asp, gross margin) and track progress to manage and mitigate risks. Follow up on packing plan and supply according to budgets, available quantities in each crop product (allocations), sales forecasts and plant production capacities.
Drive Sales Effectiveness implementation: drive sales strategy development and implementation - market and customer knowledge, sales objectives by sector / customer, tactical plan definition and follow-up, customer relations (CRM), key performance indicators follow-up (activities, product referencing by customer, sales volumes). Directly manage Regional Sales Managers and act as a mentor by helping them to develop their teams' sales effectiveness and best potential. Manage overall sales team to develop performance and competencies and achieve financial KPI's. Foster relationships with key accounts and influencers to gain understanding and knowledge of the market and customer expectations, to adapt Group's sales strategy.
Participate in European projects. Work closely with Supply and Customer service team to ensure customer supply satisfaction. Responsible of the execution of the customer payment plan defined jointly with the CFO. Guides, supervises and validates the Portfolio enhancement at the proposal of the Product Manager.
Lead the implementation of the demand creation strategy defined jointly with the Marketing Director. Leadership:Communicate a compelling and inspiring vision or sense of core purpose. Have the willingness to delegate responsibility, work with others, and coach them to develop their capabilities towards success. Ensure that he/she acts and is perceived as responsible, reliable, and trustworthy.
Find the best match between required tasks & existing skills in the team. Can decide and act without having the total picture as well as in a context of change. Communicate to the team on behalf of the company in alignment with company's strategy. People Management:Sales & Marketing Management team: Recruit employees for growth and development within the company, manage missions & responsibilities, foster and promote diversity and build on differences to positively impact business results.
Give meaning to rules & policies, describe the reasoning behind the rules. Generate diversity by actively integrating team members of different backgrounds and cultures. Activity management:Evaluate the relevance of KPIs and their target. Fully understand the basic financial management principles and the company's expectations in regard to finance performance.
Embrace innovation. Translate customer's needs in operational targets for his/ her department. Drive for results taking full responsibility for himself/ herself and for his/her team.
