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BDM Georgia is responsible for delivering annual Top line and Bottom line targets , Earnings, NSV, GSV, KPI and Trade Expenditures targets through managing distributor and MWC team of BDS and CDL.
This role is accountable for leading, motivating and setting strategic direction to FOS Country level.
BDM responsible for building and maintaining strong partnership relationships with distributors and developing mutually beneficial business plans which deliver optimal points of distribution, quality of displays and support business and category growth.
Grounded in the sales strategy, this role will build a highly performing team, ensure excellent execution of all sales initiatives across the all channels, and drive delivery of agreed targets and objectives.
This role will contribute to the development and execution of the overall regional plan, inspire and engage the field sales team to deliver it.
Deliver excellent execution of the field sales strategy, achieving optimal points of distribution, ROI and increase the number and quality of displays to achieve business and category growth and the perfect store ambitions on assigned territory.
Develops an understanding of the distributors’ environment and objectives which is leveraged to develop mutual shopper centric business plans with acceptable ROI and clear KPI’s which delivers mutual growth.
Lead regional or country level projects (steering committees).
Responsible for recruiting, retaining and developing a high performing capable and engaged team and a strong talent pipeline and culture that highlights the benefits of personal career development and a pool of best-in-class functional expertise
Motivate and inspire the field sales team to deliver both the teams and the wider sales agenda.
Context and scope of job:
Through leadership of a Sales Executives, Supervisors and indirect leadership of Distributor’ Sales Team, this role will be responsible for delivering the perfect store ambitions and driving excellent execution and the physical availability of our brands in line with the overall field sales strategy.
This role will be responsible for the day-to-day leadership of the team and will deliver results by leading, developing and inspiring the team towards a high performance and delivery culture.
This role requires good leadership and commercial capability including the ability to build, inspire, engage and motivate teams.
1. Education & Professional Qualification
Graduate calibre, with experience in a FMCG/consumer products and customer development/field sales /
Knowledge of English language – Intermediate level
2. Necessary knowledge and experience
Significant understanding of distribution and logistics, the distributor market place, the challenges of selling through Distributors and how to drive results through business partners
Experience in customer development and demonstrated ability to work through others in a resourceful and inspiring manner to deliver business results.
Strong record of accomplishment of executing strategies that clearly measure the performance against defined KPIs, taking action to address gaps and strive for continuous improvement
Ability to assess needs, propose mutually beneficial solutions, overcome objections, demonstrate resilience and manage conflict with a positive & confident mind-set and close sale to maximize mutual value.
Strong sales experience that includes selling, negotiating and and category knowledge